1© 2008 Miller Heiman, Inc.
All rights reserved.
www.
millerheiman.
com
Pressure on front-line sales managers to be close to
each and every deal is stronger than ever.
The challenge
is determining where sales managers should focus their
attention to...
More
1© 2008 Miller Heiman, Inc.
All rights reserved.
www.
millerheiman.
com
Pressure on front-line sales managers to be close to
each and every deal is stronger than ever.
The challenge
is determining where sales managers should focus their
attention to provide the greatest value.
In short, sales
managers must prioritize.
We’ve put together a list of the top five things sales
managers should be watching for as they review the
opportunities being worked by their teams.
Providing
focused coaching to keep the sales team managing
toward a closed sale will help sales managers make the
biggest possible impact on results.
1.
Get in Front of Customers
There is no better place to invest time in current market
conditions than with your current customers.
But the
most common mistake made when trying to secure
this time with customers is that salespeople lack a valid
business reason.
Your customers are facing new challenges.
The reasons
they started doing business with you may have changed
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