Sales Management Requires a Different Mindset Than Sales

Posted by Dave Kurlan on Wed, Jul 01, 2009 @ 22:07 PM

It was on the corner of 82nd Street and 37th Avenue in Queens where 12 year-old Mark Berezow learned to approach strangers and provide them with some compelling reasons to vote for his friend's dad.  He believes that experience had a great impact on his ability to sell, manage salespeople and for the past 20 years, help companies grow their sales.

Mark was my guest on this week's episode of Meet the Sales Experts.

Mark shared some great insights about sales management, specifically how the the sales management mindset differs from the sales mindset.  He said, "A Salesperson is all about being successful.  A sales manager must make the team successful.  The team is made up of individuals. A group doesn't achieve, individuals achieve. The good sales manager manages the behavior of individuals so that they reach their personal goals."

Mark also said, "Existing business will not grow as much as it did before because the business is just not there. People just aren't buying as much.  So companies are forced to make up the difference by seeking out new business" even though their salespeople may not have done that before.

And you just have to hear Mark tell the story about how he cold called to get his first sales job.

You can listen to the entire Mark Berezow interview hereContact Mark.

(c) Copyright 2009 Dave Kurlan

Topics: sales assessment, Dave Kurlan, sales training, sales management, sales leadership, selling, Salesforce, Sales Force, sales personality test, sales expert, sandler, sales test, mark berezow, TEM Associates

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Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for eight consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

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