A sales rep's actual sales relative to sales potential is relevant to the sales manager in which of the following phases of the sales management process?

Question

A sales rep's actual sales relative to sales potential is relevant to the sales manager in which of the following phases of the sales management process? ​

Quizplus · Accepted Answer

The actual sales relative to sales potential is a key performance indicator that is relevant when controlling and evaluating the sales force performance. It helps the sales manager to identify the areas where a sales rep needs improvement or where a sales territory may need to be reassigned. The sales manager can also use this information to provide targeted coaching and training to make sure that salespeople are aware of the opportunities and can develop strategies to maximize their performance.

A Sales Rep's Actual Sales Relative to Sales Potential Is