Chapter 8 - Sales Management

Develop Selling Skills

As part of your sales management process, you must recognize that you are only as good as your front line. Stop everything you're doing and make sure they are all strong performers. If not, you have only two choices:

1. Fix them.
2. Replace them.

As a general rule of thumb, you're almost always better off "fixing them" through proper training and coaching.

In Chapter 7, Employee Development, we explore your training options.