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

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3

Improving the Sales Call

Leo Tilley

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It is easy for sales managers to be so busy meeting sales goals that they forget to slow down and take time to develop their people. Early in my career I made the same mistake until I was fortunate enough to have a good manager, who taught me how to focus on improving my sales reps, particularly in a sales call. The impact was amazing.

The purpose of this chapter is to provide actionable tips and ideas for a sales manager to use as they manage and coach the sales call process. I will cover the key steps of ...

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