Winning in today's market means more than having a great product, it means finding ways to demonstrate that you deserve the customer's confidence at every step of their buying process.
You can never hope to reach 100% compliance, but an organization that is able to drive a significantly higher percentage of “right” decisions than its competition can create competitive advantage that will be difficult to duplicate.
What happens if the reps believe that their activity has little impact on their ultimate performance under their compensation plan?
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