There are 2 ways to manage your salesforce or sales team. The first is OUTCOME based. With this management style the responsibility is pushed onto the salesperson who is allowed to sell any way they want as long as they deliver the sales number.
The other management style is BEHAVIOR based selling. In this instance, top management (or headquarters) is driving the behavior of the salespeople by making them follow some type of format, sales process or template that has proven to be successful. In this instance, since management is calling the shots in terms of how a salesperson should sell, management assumes the risk and responsibility of making their sales number since they are guiding the salesperson’s actions.
Which sales management style to use depends on the type of product you are selling and your client base.