In challenging times we are finding sales people "qualifying" more gently, which is not a good thing. Here's what I mean: We are finding our clients with good levels of pipelines, but with weak prospects. We are finding that salespeople are busy in motion, but not in direction. That is, they are busying doing things that salespeople should be doing, but not with the right prospects. Bottom line: They're just happy being busy.
As strategic sales managers, our job is to make sure salespeople are working enough opportunities and to assist them in highly qualifying the right opportunities and providing coaching on the right strategies to win the business. Here's what you can do:
Everyone must focus and execute at higher levels of intensity in tough times, keeping your team on their toes, with the proper mental attitude and with a focus on winning -- it's the job of a professional sales leader.
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Posted by Ken Thoreson on May 21, 2009 at 11:59 AM
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