Perhaps you think there is a process in place because you meet with your team once per week and ask them their numbers. They tell you what will close and you follow along in a spreadsheet looking at numbers. But consider the difference between monitoring and mentoring when you're trying to achieve a lofty goal.
Katie Schuele is the co-founder and Chief Customer Officer at boostr. Since 2000 Katie has been selling, improving sales organizations and implementing the process and tools to make selling feel more rewarding.