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Make Winning a HabitThis moves you out of the commodity relationship into a symbiotic relationship where you need each other. What is qualified for long-term account management is not qualified for a short-term quarterly-driven "hunter." It also means building allies and listening posts for competitive intrusions because competitors will try to penetrate your account the same way you did in the first place. If you do account management well enough, you may not have to do opportunity management at all, or if you do, you are well established on the issues and have powerful people who prefer you before a formal buying process begins. Refinements and Advancements Coaching: The Key to Organizational Sales Discipline Additionally, the salespeople who grew up in the 1990s are now sales managers. In many cases, we've taken our best salespeople and made them managers with little preparation. You can't afford to take two years to send them away to earn an MBA, and that wouldn't work anyway. In MBA school, they teach you how to be a vice president and how to analyze problemsБЂ”not execute solutions. What sales managers are really asking for at this stage are tactical skills and training for new managers on how to hire effectively, coach performance, weed out weak people, and develop future leaders ...» |
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