What’s the best approach to managing sales reps? Is it monitor activity? There are lots of guys who do that – the 100 calls each week type task masters. Is it micro management? – go there, say this, ask that, give this presentation, close, discount, plead, threaten. There are more than a few who’ll work that [...]
Winning Sales Management Strategies
The sales manager in any organisation is likely hero and villain, at the same time. Articles in this category explain our experiences in how to meet the job description while adding value to both the business and the sales team.
Why doesn’t the traditional approach to selling and sales management work so well any more? What can the modern sales professional do to stay relevant in today’s customer driven markets? Check out our eBook Reengineering Sales Management for ideas on how to embrace the new order of customer driven buyer/seller relationships.