Sales Manager Practical Handbook

Author: Li Aiyin
Publisher:
Publish Date: 2005-05-01
Features: How to move from ordinary to excellence? This should be a question of common concern for many sales managers. This book will boost your confidence and tell you what to do and what to give up! The 5 key principles for sales managers to continuously improve:
1. Improve your evaluation methods. Start with better sales forecasting, evaluate each salesperson's transaction completion rate, and study how many contacts with potential customers are needed to complete a transaction. Better evaluation of behavior will lead to a better understanding of results.
2. Improve your sales process. Observe every step of the sales process and let your team find a better way to complete all tasks.
3. Observe your management process. How much time do you spend on your top-performing employees? How much time do you spend helping them work better, more efficiently, and seize more opportunities? How much time do you invest in training underperforming employees?
4. How do you motivate your employees? Ask your salespeople, "How am I doing?" or "What can I do to help you win?" or "How can I help you grow?" They will tell you where improvements are needed.
5. Always keep improving.