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 ...
Get The New Solution Selling, 2nd Edition now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
