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Determining Accuracy of Salespeople's Reports

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How can a sales manager determine the accuracy of salespeople's reports? If the manager feels they are not accurate, how would one approach the sales rep to discuss their concerns?

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A sales manager can determine the accuracy of salespeople's reports by doing spot checks on reports. Consistency is important between the salesperson's reports and his or her sales. If the sales job includes driving around, sales representative cars could be equipped with GPS. Sales manager could then verify number of stops per day ...

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  • BA, University of Southern California
  • MSS, United States Sports Academy
  • Ed.D, Boise State University
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