More ProActive Sales Management: Avoid the Mistakes Even Great Sales Managers Make—and Get Extraordinary Results

1

MISTAKE

We Are a Prospecting

Machine!

“

Of course my salespeople prospect. That’s what they

are paid to do. At least that’s what I tell everyone.

”

Reality is a hard state to deal with. Rationalization is so much easier. Even people

who aren’t in sales know it is the salespeople’s job to go

find customers. Who else? Marketing generates leads,

customer service keeps the customers happy, ship-

ping makes sure the customers get what they or-

dered, finance collects the money, and so on

throughout the organization. It’s up to the sales de-

partment to go find and close new business.

Sales management agrees. Sales management

creates compensation plans, contests, ...