Principles of Sales Management, Part 2

This month I detail the second half of the 16 principles of sales management. Remember, the sales manager’s job is to give his or her people the help they need to be successful. A strong sales staff equals a successful store. Catch them doing something right. The main reason salespeople leave positions is that they don’t feel successful. Let your people know what they’re doing right. Positive feedback should be 10 times the amount of negative feedback. Providing positive feedback on a regular basis makes it easier to deliver negative feedback when necessary. Don’t settle for the status quo. An effective sales manager is never completely satisfied with the performance of his or her sales staff. Unless they’re maintaining a closing ratio average of over 50 percent and regularly exceeding your goals, there’s room for improvement. If they’re just m
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