Five Steps to Establishing and Sustaining a Vigorous Sales Management Team

The sales management team is one of the critical sales force productivity drivers defined in our sales force productivity framework in Chapter 2. It is a unique driver in that it is a collection of people rather than a process. In most organizations, it is a group of well-liked people who have been in the sales force for a long time. Therefore, any change in the sales manager driver may be difficult to implement. However, as the Great Lakes Sales District aptly demonstrates, the level of sales force success hinges on the abilities of this group. There are five things the selling organization can do regularly to ensure that the sales management team is highly effective: ...

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