example for formal sales management control?

Answer 1

For sales reps to be successful, they must have a plan. If they are quota driven then have their quotas broken down into weekly and daily quotas and motivate them to achieve it.
You might want to ask for written reports (to include names and addresses of prospects, clients and time of visit). In addition, have your reps do a time table of their weekly schedule in order to get them more organised. At times you should go out in the field with reps without warning them before hand. Use a random selection method for this process.
You can also make follow up calls based on the reports given by sales reps. This will determine if they really saw the client.

Answer 2

Requiring written call reports might be one example.