Effective Selling Organizations Start with Engaged Management

by | Apr 27, 2011 | Sales Coaching, Sales Strategy, Sales Tips | 0 comments

[vc_row][vc_column width=”1/1″][vc_column_text]As Phil Jackson once said, “Good teams become great ones when the members trust each other enough to surrender the Me for the We.” Trust starts at the top.

Cohesive teams must be supported by experienced leadership and effective systems. In business, as in sports, a winning formula involves the entire team operating with a common goal out of a common playbook. Management can make or break that formula.

As I talk with CEOs who are frustrated with their sales effort, it becomes more and more apparent that hiring a sales person or persons is not nearly enough if you want to effectively reach your businesses’ sales potential.

Without sales management providing leadership, structure and engagement to effectively direct purposeful territory management, your reps will spend their time lost in the wilderness of their territory. They chase the wrong deals, listen with too much optimism and hope that by “building a relationship” alone they’ll win the business.

At NuGrowth we know that territory management provides a systemic approach to developing relationships with known prospects, discovering new prospects and building a company’s brand through thoughtful and deliberate outreach.

Engaged sales management:

  • Helps sales reps stay focused
  • Helps confirm the reality of opportunities
  • Provides accountability that comes with the responsibility of carrying a quota
  • Assists with level selling as a rep tries to work in and around a prospect organization

If you fit the mold of a frustrated CEO who has lived with too many promises followed by more disappointments when you finally realize the pipeline that’s been promised has not delivered sales results, give us a call at 800-966-3051.

For more information on how effective management, teamwork, discipline and systems impact success, read our August, 2010 article: TEAMWORK. Fostering an environment where “we” is more important than “me” and our October, 2009 article: There’s no easy road to success.[/vc_column_text][/vc_column][/vc_row]