Then we would not wait for the prospect to give us permission, we would just get up and leave the room.
Of course, I would have previously telephoned Joe Greene to warn him that our prospect might be calling and coach him on what I perceived the issues were the prospect might ask Joe to comment on.
Product Mix
This manager taught me it’s the salesperson’s job to sell everything the company sells, not pick and choose.
Debriefing
Following each sales call, my manager and I would review the call, make notes about what we had promised to do for the prospect and critique our own performance. He taught me to get into the habit of putting a lot of pressure on myself by being overly critical of my actions in an attempt to continuously improve my professionalism.
Managing sales is one of the most important positions in any company. It’s the sales manager’s job to coach the salespeople until they are a well-oiled functional team that is able to execute the company’s sales and marketing strategy and achieve the company’s stretch goals.
A company can cover up a lot of sins with a well-organized and highly productive sales organization.
