Author Talk: The Sales Executive Handbook
8 Essential Elements of Sales Management
Learn the 8 elements essential to building and managing your sales organization. In this talk, author David Wallace presents a structured approach to managing your company’s sales function. This streamlined, integrated system can be implemented whether you envision having a small sales team of 1-5 sales representatives or a large sales team of hundreds or thousands of sales reps.
Sales management goes well beyond managing your salespeople. Effective sales management involves putting the right systems and processes in place to ensure your salespeople do the right things, at the right time, to generate the right results. It depends on creating and communicating a sales strategy that supports achievement of your overall company strategy. An effective sales executive puts tools in place – territory plans and reviews, a customer relationship management (CRM) system, proposal templates and training programs – to help the sales team achieve its goals.
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