Chapter 7
Defining Your Sales Process and Training Your Team
In This Chapter
Defining your sales process
Emphasizing planning and prospecting
Presenting your product
Understanding how to ask for and finalize the sale
Training your team to ask for referrals
Knowing your product
Making technology work for you
Asales manager wears many hats, but perhaps the most important is that of trainer. It’s your job to make sure that not only is your sales team at its best today but that the members of your team are constantly learning and growing.
There’s a knack to training someone to sell — and yes, it is an acquired skill. It’s not enough to just tell him what you think is obvious. You must set your own ego aside and understand that, as a manager, you’re not there to show off but rather to enable ...
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