COMMENTS
Perfect follow up to 10 sales competencies. Now the manager's get on board doing the right things to grow their sales teams. Can't wait to read more, thanks
I for one would like to know how you would rank those ten in order of importance.
Your ommission of personal sales from the list is very meaningful. I still talk with too many sales managers who are assigned a personal sales objective while still being responsible for managing a large sales team. As you would expect, you get underachievement in both areas!
Thanks Ed and Dave.
Rod, As long as accountability is in the #1 spot, and coaching is #2, you can order the rest of them according to what's most important in a given month or quarter.
If we don't need to recruit, that can be #10. Once systems and processes have been deployed, that can be #9. We're in the middle of a challenging economy so move motivation up high on the list. They are moving priorities.
I completly agree with you last comment to Ed and Dave. Where would you place "Forecasting" as in this economic climate as it seems to be the most frequent executive task requested.
@Norman, forecasting is a function of Goal Setting and Pipeline Management, something that would fit nicely under Systems and Processes.
Good call with systems and processes making your list. This area needs constant attention because it can be a large contributor to non selling time.
When used properly,
sales management tools play a huge role in cost reduction.
Thanks for the post, will follow up in the future.
-Michael