Directors' Briefings
Selling
« Back to Directors' BriefingsManaging your sales team (SE 5)
A breed apart
Getting the most out of your sales team is essential if you are going to achieve your company’s full potential. But it is not always easy. Sales people can be a breed apart, operating in a stressful environment where they are exposed to rejection and frustration. Effective organisation and motivation of the team is therefore essential.
This briefing covers:
- Getting the right sales people.
- Planning and monitoring the sales effort.
- Allocating account management responsibilities.
- Motivating and rewarding the team.
Your sales strategy (SE 4)
Making it happen
Effective marketing is crucial to the success of any business. But simply understanding your market is not enough. You need to build on your marketing plans, turning theory into profits. A good sales strategy will help you identify and take advantage of the best opportunities.
This briefing covers:
- Clarifying your sales objectives.
- Deciding how to reach target customers.
- Monitoring and improving effectiveness.
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