Do you spend most of your time working with the sales representatives on your team who produce the least amount of sales? If you can’t remember the last time you did a joint sales call with your top performer, you need to make some changes.
The 80/20 rule says: You spend 80 percent of your time on tasks that produce only 20 percent of your business. In sales management, the results can be dramatic when you start to shift your focus. Often, just a small increase in your time investment with your top performers can produce an exponential increase in your overall sales results.
Also, don’t underestimate the importance of your sales representatives’ need to have the opportunity to make a connection with you, either in a one on one meeting or with some joint field work. Your sales people are your customers, with your top performers being your best ones. As the old saying goes, if you don’t take care of your customers, someone else like your best competitor will.
For a complete and detailed discussion of other proven ongoing sales management techniques, check out Action Plan for Sales Management Success. This sales management training program includes the techniques used by today’s top producing sales managers and comes with 100% money back guarantee.
Action Plan For Sales Management Success is also available as a sales management training eBook and by popular demand, is now available in a print version. You can also purchase it at these fine retailers: Amazon.com, Barnes & Noble, Apple iStore, Kobo, Diesel, Sony, and Smashwords.com