Failing to Manage Your Sales Staff Will Eventually Manage to Sink Sales

Sales Management is a necessity in any company that wants to hit its target goals for income, sales and or profits for the fiscal period. If you fail to manage your sales staff correctly then it is quite evident that this will manage to sink sales. How do you set up a sales management program if your current sales management is lacking or basically non-existent?

Well as you might of guessed and correctly the first thing you need to do is take stock of what is going on and assess the situation. Of course no one has to tell you this, you have already figured that out right? I mean you do not have an MBA or all that business schooling for nothing. But what should you be looking for?

You need to re-interview all the current sales people and ask them what is going on. You need to look at all the data. You need to know what the ratios are to visits, cold calls and meetings to actual sales, on a per sales person individual basis. Then you need to re-establish targets and estimated sales and routinely check them each week to see how the numbers are coming along.

Perhaps if you feel weak in this area go get some professional help, hire a sales consultant and get a permanent sales manager on your staff to ramp up your sales. Consider all this in 2006.

"Lance Winslow" - Online Think Tank forum board. If you have innovative thoughts and unique perspectives, come think with Lance; http://www.WorldThinkTank.net/. Lance is a guest writer for Our Spokane Magazine in Spokane, Washington

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