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July 4, 2013
Do You Have the Right Sales Managers?
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Download the Sales Manager Execution Guide. It will:
Get the Guide here. Turning your Sales Managers Now.
Let’s face the facts. Only 40-45% of most Sales Managers make their first half of the year quota. You as the Sales VP are relying on 20% of your managers to make it. You have to get the majority of your current Sales Managers to step up. Most Sales VPs indicate their SMs have a lack of fundamentals and focus. They don’t ride in the field with customers. Don’t coach their sales people to a Sales Process. But more importantly let internal administration and corporate requests distract them. Below is a chart highlighting where Top SMs vs. Average SMs place their focus. Top SMs are those that exceed their quota consistently.
The Sales Manager Execution Guide allows you to establish the non-negotiable activities needed immediately. Let’s look at three of the most important SM activities:
These are 3 of the 10 non-negotiable activities Sales Managers need to do now. Download the Sales Manager Execution Guide for the other activities. Assessing your team against these non-negotiable activities will help you prioritize their actions. It can also help you answer if you have the right sales managers.
The front line sales manager is the most important position in the sales force. It is where your sales strategy meets the daily tactics. They will make or break the number. With half the year over, can you afford to do nothing? Know which Sales Managers are good and which ones are great. Deploy the non-negotiable activities immediately for this year. And determine the SMs you need to upgrade and begin that process. Or July 1st will arrive again next year with the same result. Can you survive another miss?
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