How to Manage Sales People: Activity Based Management vs Results Based Management

There has always been a lot of discussion about which is the best approach to managing sales people, activity based management or results based management. For the record, I'm 100% in the results based management camp. I don't believe there is only one way to get a job done. Activity based management assumes there is only one approach to getting a job done and mandates everyone does it that way. In sales that means telling sales people how many calls to make, how many appointments to set, who t...