Five Disciplines Of Sales Management
A 12-page blueprint on how to hit the ground running and overcome every obstacle associated with assuming a new top sales leadership assignment.
When a new sales leader takes charge, he or she is faced with a multitude of competing priorities. These include requests from management, the sales force, other functional areas of the company, and customers. Assuming there are no “bet the company” crises at hand, a new sales leader’s most important challenge is to strike an appropriate balance between focusing on urgent, day-to-day issues and developing an important, long-term perspective.
The authors recommend a systematic approach of four quick “assessment checks” and five disciplines for structuring an effective ongoing sales management process. If you, as the new sales leader, implement these checks and establish these disciplines as routine within 90 days, it will help you execute your new sales strategy and increase your chances of success in your new job