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You are here: Home / Blog / Prospecting / Sales Managers Need to Manage.

Sales Managers Need to Manage.

June 6, 2013 By maurasf

scam-artistImagine yourself at a sales meeting talking about a prospect and your current sales status.  You ask for an update from one of your sales team members on Company XYZ and the contact,  Mr. Smith.  At the next sales meeting you ask for an update.  You get a dumbfounded look.  Why?

There is no Mr. Smith.

There are too many sales managers who get sold.  What they’re buying is an unbelievable product of nothing. Salespeople are creating fictitious customers along with story book stages in their sales process.  Shame on you if you get sold.

How do you avoid this?

Every prospect’s potential is defined against clear criteria. Perhaps it’s revenue potential.  You could say that your best prospect (an A)  must exceed $10,000 potential.  If your salesperson tells you that an A prospect exists, you can ask what the prospect told you about his budget.  If it hasn’t been discussed, there’s no prospect…yet.

Creating clear expectations keeps everyone on the same page. It also prevents managers from getting sold (a bill of goods.)

 

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Filed Under: Prospecting, Sales Strategy Tagged With: Sales Management, Sales Meeting, Sales Strategy

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*What was your last “mistake?” Did you make it before? There’s nothing wrong with making mistakes in sales provided you are making different mistakes. (You are learning from them!)

About the principal

Would you take auto mechanics classes when you buy a car? Maura did because she wanted to be able to work on her car. She takes that same approach to selling. She can show you how to get below the surface of selling to learn why and how different strategies work. She will show you which skills to implement that will shorten your sales cycle and increase your sales. She was Mobil Oil's first female Lubrication Engineer in the United States and one of Chevron's top 5 salespeople in the country. She knows what works for sales.

"I would recommend your work to other sales organizations who want to get better results from improved selling strategies."
Jamey Rootes
President
Houston Texans

Sales Expert at Allbusiness.com

Selling is the easiest job in the world. Just ask anyone who is not in sales. Read Maura’s ideas on “more brain…less mouth” selling to make your selling easier and more successful.

Maura’s Allbusiness blog posts

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