The elements of his plan are:
talent > expectations > goals > planning > inspection > coaching > review
I really appreciate both the thought he put into that post and his willingness to share it publicly. And I agree with it. And I think it goes well beyond the realm of sales management. The only piece I’d add as its own standalone element is training.
I say that because even the most talented people you ever hire deserve some degree of training up-front (unless you’re always hiring industry insiders directly from your competition). Sales training strategies and information-gathering efforts, especially for dispersed sales teams, are ripe for a turbocharge.
It’s easier than ever for companies to produce their own audio and video programs. And it’s inexpensive for individual salespeople to implement their own prospect-researching habits. Training and (ongoing learning and sharing of best practices) should be woven into the ideal sales management system.