O'Reilly logo

The New Solution Selling, 2nd Edition by Keith M. Eades

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

CHAPTER FIFTEENSales Management System: Managers Managing Pipelines and Salespeople

The purpose of this chapter is threefold: (1) to help increase the performance and productivity of sales managers by introducing you to a sales management system, (2) to introduce you to forecasting methods and aids, and (3) to assist you with specific recommendations for getting started with the Solution Selling process.

First, it’s important to realize that outstanding individual sales performance doesn’t happen by chance. Although most world-class athletes are born with a lot of talent, that talent must be nurtured to reach its maximum potential. The same requirement applies to salespeople. There are very few natural-born superstar salespeople. Most of them ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required