Micromanaging salespeople can be counterproductive – too much structure may push the best salespeople away. But strong sales management is still a requirement, according to Steve Deist of Indian River Consulting Group in The Sales Manager’s Best Friend.
Download a Free Chapter:
The Little Black Book of Strategic Planning for Distributors
Submit your email address below to receive a chapter of Brent Grover's new book. When you submit your email you will be signed up to receive weekly distribution news updates.
A study on sales compensation published by the National Association of Wholesaler-Distributors found that sales management practices play a huge role in whether your company will thrive or die. In particular, sales managers are the link between your corporate objectives and the “feet on the street,” Deist writes.
Unfortunately, many companies treat sales managers as just sales reps with a better title.
But the NAW study Deist cites defines sales management as a “structure for continuously improving the sales force performance through focus, discipline and a coaching process built on accountability.”
Read what Deist believes are necessary in any good sales management process.
Please do not reprint MDM's content on your website without MDM's express permission as it is copyrighted material. To gain permission, email us, or call 1-888-742-5060. For information on PDF or print reprints, visit www.mdm.com/reprints. MDM welcomes inbound links from your site. Please cite Modern Distribution Management.
Download the Top 40 Industrial Distributor List
Get the Top 40 Industrial Distributors list in PDF, and you will be signed up to receive MDM Update, your free daily distribution news update by email.