The Biggest Mistake Sales Managers Make
their qualifying and closing presentations.
And here’s how you do that:
Start scoring adherence to your scripts (or outlines or presentations, etc.). Break down each script into sections and assign a number value to them that add up to 100. Then listen to the recordings of your reps and score their adherence to following the script. Anything under a 90% adherence and you’re got work to do.
Bottom line – by staying focused on the most important part of the sale – adherence to best practices – you’ll avoid the biggest mistake most sales managers make, and in turn you’ll become one of the few managers whose team actually make their revenue numbers.
How great would that be?
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