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What should sales managers do? First, assume that “great relationships” for all but your top-performing salespeople are probably smoke screens, directing your attention away from the real issue—lack of competent sales skills. If your salespeople are consistently good performers, leave them alone. Their relationships are probably working for them. Focus instead on the marginal performers. When they claim to have friendly prospects, ask this question: “If your relationships are so great, why aren’t they buying everything from you?” Begin to measure the quality of relationships by the harsh reality of account penetration.
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- Dave Kahle
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