The more a salesperson performance-evaluation system is outcome-based than behavior-based the more likely salespeople are to sell smarter rather than harder.

Question

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Outcome-based evaluations focus on results, such as sales targets achieved, which can encourage salespeople to work harder to meet these goals. Behavior-based evaluations, on the other hand, focus on the sales process and customer interactions, which can encourage salespeople to sell smarter by improving their sales techniques and customer service.

The More a Salesperson Performance-Evaluation System Is Outcome-Based Than Behavior-Based