Would you drive using just the rear view mirror?
Is it possible that you are managing
your sales team in the rear view mirror?
Lead people… Manage Process
- Today’s ultracompetitive sales environment demands a game plan that is both consistent, proactive and predictable in it’s results. Over the years as business has gotten more challenging there is more pressure than ever on mangers to deliver results. In that time I have had the opportunity to spend countless hours of windshield time with hundreds of salespeople.
- Even the best salespeople are more challenged than ever in achieving their goals yet very few have a real plan for success. If the majority of our best don’t have a solid game plan imagine what our newer hires are challenged with?
- I believe our job as managers is to coach, train, lead and develop. I have said for years that managers should lead people and manage process as most salespeople don’t enjoy being “managed”.