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Selling Vision: The X-XY-Y Formula for Driving Results by Selling Change by Rick Cheatham, Lou Schachter

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CHAPTER 16

Great Sales Management: Executing the Plan

Throughout the course of this book, we have documented the changing customer buying patterns that are reshaping the world of sales. Those dynamic conditions are creating longer sales cycles, higher volatility, and increased uncertainty, all of which make the life of a sales manager more difficult. How do sales managers respond to this roller-coaster environment they find themselves in today?

Typically, the sales managers we observe focus on ensuring high activity levels for their team. They drive more prospecting, more calls, and more proposals. They get more involved in big opportunities. Toward the end of the quarter, they apply superhuman effort (and sometimes large discounts) to close ...

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