The experienced sales manager
Getting your sales teams to deliver consistent results
Your sales management experience alone will not cause your sales teams to perform. One big problem for mid-career sales managers is producing consistent results through their sales people. Not every sales person makes their numbers, nor does every territory. Often this comes from not having a properly documented sales strategy for accounts and territories. Even then, a great strategy can fail because sales people are not continually reminded of the strategy. Even if they do recall the strategy, the sales manager needs to monitor progress.