The top three sales management mistakes are:
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Confuse the salespeople about their territory or areas of responsibility
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Frustrate them by confusing their customers
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Change their compensation in any way that is random or short sighted
If sales managers would focus on these three things and get them right - I mean really right, they would make their jobs easier, their salespeople happier, and generate more sales, so no more....
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hedging on commissions
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changing sales team structures at the least blip in sales
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making good potential clients house accounts
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sending other sales people or managers to customers without coordinating with the sales guys
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telling them to sell or focus on one thing and then changing direction arbitrarily
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hiring and firing with no real thought - salespeople as commodities
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sending mixed marketing messages that force the salespeople to explain what the heck is going on
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half way starting marketing 'campaigns' and expecting the salespeople to pick up the slack
After all the only thing standing between you and your customers is your salespeople.
Topics: Sales
