New sales management playbooks are crushing old ones.

Companies focused on:

• Activity metrics.

• Churning through representatives.

• Creating a culture of compliance.

• Micromanaging every minute of the day.

• Constantly using contests to get discretionary effort.

Are losing in a major way to ones focused on:

• Productivity metrics.

• Finding & investing in the right people.

• Creating a culture of commitment and loyalty.

• Empowering representatives to innovate & respecting them as adults.

• Creating win/win compensation plans that incentivize representatives to leave it on the field.

Leaders have choices in how they run their sales organizations.

Great salespeople have choices, too.

Want to attract and keep the best people?

Use the best playbook.