The Biggest Mistake Sales Managers Make
The Biggest Mistake Sales Managers Make
Copyright (c) 2010 Mr. Inside Sales
If I were to ask you what the most important thing a sales manager can do to drive business, what would your answer be? Hire the right reps to begin with? Properly train them? Keep them motivated? Help them close deals? I’m sure you thought of these and many others, but I wonder if you thought about the one activity I’m going to share with you today.
That activity is to monitor and ensure adherence to best practice selling techniques. You see, in a nutshell a sales manager’s job is to give his/her team the most effective core selling skills or best practice techniques, and then monitor to make sure their team is using them on each and every call.
It’s like a professional sports coach. What do they do? They design the best plays and then coach each athlete to use the best techniques and skill sets on every
