Is it really possible to build a truly World Class Sales Team?
In this 4 part series we will answer that question and define what it takes to build a World Class Sales Team!
- Sales Leadership – Part I
- Sales Systems and Processes – Part II
- Sales Management – Part III
- Sales Staff – Part IV
Sales Management is arguably one of the most difficult positions in any company. First of all they are usually put in the sales management role because they were one of the best sales people. This is a double whammy because you usually get a poor sales manger and you lose your best sales person. It’s not their fault they do their best and they try to do everything for the team that they did themselves. They’ve just never been taught the necessary skills to be a world-class sales manger.
So what should a Sales Manager do to be world-class?
The answer is simple if you understand the 5 Major competencies of Sales Management. For each of the 5 charts below you will see the Competency and the headings to the right in vertical print are the attributes that make up the competency. Of course to be world-class there would be NO weaknesses. In no particular order of importance they are:
Find out how your teams compare!