Creating a feedback loop, which involves taking the time to evaluate processes, is critical to sales success, according to Steve Deist of Indian River Consulting Group, in The Value of a Feedback Loop for Sales.

With feedback loop “you plan what you want to accomplish, you execute the plan, you measure the results, and then you look back at the results and adjust your plan and execution based on what you find," says Deist. "It’s pretty simple, but it’s actually something that very, very few sales organizations and wholesale distributors actually do.”

A monthly, one-on-one review with each sales rep is the best practice, says Deist, who suggests sales managers ask: "How are we doing, not just on numbers but on performance drivers and leading indicators? What’s working? What’s not working? What do we need to do?"

Read more about the importance of evaluating these processes in The Value of a Feedback Loop for Sales.