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Write You - The Forward Thinking Sales Manager Begins with the End in Mind
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Have you ever longed for a way to increase your sales efficiency and effectiveness at the same time?And have you ever wondered why so many infomercials fea
Too often a sales manager loses track of the importance of the sales process and focuses on the activities. I remember when I was selling copiers how the sales managers’ focus was only on my sales activities. This tyrant of a sales manager challenged me each day. My calendar needed to show 3 appointments, 20 cold calls and 50 telephone calls. The fundamental belief that sales activity would lead to sales was flawed. It wasn’t the activity that made me successful; it was the steps I was taking toward each sale. Why Human Resources Are The Real Key To Success In This Information Age
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Too often a sales manager loses track of the importance of the sales process and focuses on the activities. I remember when I was selling copiers how the sales managers’ focus was only on my sales activities. This tyrant of a sales manager challenged me each day. My calendar needed to show 3 appointments, 20 cold calls and 50 telephone calls. The fundamental belief that sales activity would lead to sales was flawed. It wasn’t the activity that made me successful; it was the steps I was taking toward each sale.<
I get the L.A. Times delivered to my door every day, but I don't read it for the articles. It is a Pulitzer Prize winning newspaper, but the articles just don't i
Too often a sales manager loses track of the importance of the sales process and focuses on the activities. I remember when I was selling copiers how the sales managers’ focus was only on my sales activities. This tyrant of a sales manager challenged me each day. My calendar needed to show 3 appointments, 20 cold calls and 50 telephone calls. The fundamental belief that sales activity would lead to sales was flawed. It wasn’t the activity that made me successful; it was the steps I was taking toward each sale.<
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The forward thinking sales manager will always work backwards from the goal of a closed sale. When a sales manager’s focus is on the sales process, they will always know if a potential deal is real or not. A few questions about where prospects are in the sales process and how the prospect got there will reveal the true situation.
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