Sales Management. Simplified.

CHAPTER 24

Strategic Targeting: Point Your Team in the Right Direction

I have addressed leading the team, creating a healthy culture, and managing talent, so it’s time to turn attention to the final critical piece of the sales management framework—ensuring that your team has a basic sales process in place.

Selecting Target Customers and Prospects Is Too Important to Take for Granted

I deploy the simplest of models to help sales teams gain clarity on executing a successful new business development–focused sales effort. The very first step in the model involves selecting what I call targets, which are simply the named existing customers and prospective customers that a salesperson identifies and commits to pursuing for new business.

This critical ...