The Art of Modern Sales Management: Driving Performance in a Connected World

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Producing Performance

Terrence Donahue

What do you produce as a sales manager?

In the several years I’ve been asking this question of sales managers, I’ve discovered it’s something they’ve either never been asked before or never considered. It’s important to take the time to consider your response. Everyone who works produces something. As a sales manager, what do you produce? I’m not asking, “What product do you sell?” or “What do you do?” My question is, “In your role as a sales manager, what do you really produce?” That’s a very different ...