I’ve been working with a handful of sales managers recently as they onramp new salespeople and I have seen a stumbling block occur more than once. The issue has to do with the sales manager’s perception of the typical sale. Sales managers, in most instances, work primarily with large, high-visibility accounts as they should. The issue that occurs is that the manager starts to view these marquee accounts as the model, or even norm, for all other accounts. What happens is that the manager loses sight of the history of activities that went into earning that customer’s business. Rarely do new salespeople fly out of the gate and close a… Read More
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