The power of a 'client report card'

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Running Time: 8:38

Date: 01/12/2023

The majority of organisations are too myopic in their sales strategies by pushing monthly or quarterly goals. Sales teams need to understand and embrace the company's long-term strategy for effective sales.

That's according to Roy Osing, former president of Canadian telco TELUS, who introduced a 'client report card' to refocus the sales teams' efforts on nurturing the customer rather than foisting pushy sales techniques. Sales people are guided by incentives, he says, so if you shift the incentive to the customer relationship and not the product, your business and your people will thrive.