Principles of Sales Management, Part 1

Last month we discussed my philosophy of sales management. This month we get more specific and look at the first eight of 16 principles of sales management. Next month we'll examine the other eight. 1. Manage your people individually. To be a successful sales manager, you cannot manage your people in groups. It's appropriate to give praise in a group environment, and I encourage you to do so. But whenever you're training, giving constructive criticism, taking disciplinary action, or providing a coaching session, do it one-on-one, privately. 2. Lead by example. Your people look to you to provide a positive example. Managers who follow the “Do as I say, not as I do” maxim will lose the respect of their staffs. You must follow all the policies, procedures, and standards of your company. In fact, a successful sales manager has higher standards and stricter policies than the company r

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