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You are here: Home / Blog / Sales Management / What Every Sales Manager Should Know

What Every Sales Manager Should Know

June 24, 2013 By maurasf

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What does your sales management know about your sales?

Imagine being hired to work on an assembly line.  On your first day your manager gives you your work instructions. He says, “Put the parts together any way you want. It’s fine with me.”  Sounds nuts? Well why is this being done in sales?

Your manager should have an idea of how many quality sales calls you should be making a day. At least he should know a range.  He should know who  your ideal prospect is and what makes him ideal. He can categorize your business as A, B and C accounts and knows what makes them part of each category.  He’s not doing his job if he doesn’t.

You wouldn’t tell someone on an assembly line to assemble any which way.  You shouldn’t tell a salesperson to sell any which way.  Unfortunately, it happens all too often.

 

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Filed Under: Sales Management, Sales Process, Sales Strategy, Selling Tagged With: Sales Management, Sales Process, Selling

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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.

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