CHAPTER 25
The Sales Manager Must Ensure That the Team Is Armed for Battle
Once targets are selected, the manager has two primary responsibilities. The first is to ensure that the troops are armed with the necessary sales weapons to head into battle. And, second, the manager must make sure that team members become proficient at firing these weapons.
Similar to how sales managers often take for granted that their people are focused on the right targets, it’s not uncommon for managers to simply assume that team members are properly equipped for battle. Assuming is dangerous, and sending your troops on the attack without the proper weapons or training for how to use them is even worse! Sales leaders, please hear me: If you want to hold your teams ...
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