People who are new to sales, or to a company’s sales strategy, typically have a difficult time navigating their way around. They tend to start out by putting their toe in the water to test it at first. But what happens if two weeks later, those sales reps realize their plan may not be headed in the right direction?

Sales leaders need to able to determine how their new sales strategy will work in order to make sure they do not veer off course.

And this means sales leaders need to understand their metrics and what they need to be driving toward in the first place by asking their reps questions. Then leaders need to be able to marry what their teams need with what their sales people are accustom to and willing to do.

Find out what Canidium’s Doug Erg, co-founder and managing partner, has to say about the difficulties new sales leaders face when trying to properly align their incentive and sales plan.