CHAPTER 26
Sales Managers Must Monitor the Battle and Be Ruthless with Their Time
The first two steps in our simple sales process model, strategic targeting and arming the team, are preparatory in nature. Both are foundational to launching an effective sales attack. This third step, monitoring the battle, is an ongoing process. Any good commander keeps abreast of how the troops are performing and intercedes as necessary. The same is true for sales leaders who monitor the sales battle through personal observation, sales reports, pipeline reports, 1:1 and team meetings, and individual business plans.
Individual Business Plans Are a Gift to the Sales Leader
One of the most powerful sales management tools is an annual business plan prepared by each ...
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