The Independence Day week must of got the best of me since I forgot to mention an article we released. The Foundation of Expectations is the first article in a 3 part series regarding proactive sales management.
The hiring tension that is building within our economy means that retaining strong salespeople, always a corporate priority, will become the focal point for most companies. This article series will lay out the building blocks for creating a strong sales department that keeps the sales team engaged.
The strongest houses are built on the strongest foundations. No matter how well-constructed and reinforced the walls and roof are, none of it will stand under stress if the foundation is weak. Conversely, a strong foundation will help strengthen an imperfect structure.
The success of individuals on your sales team and the direction of your sales efforts are directly linked to the strength of the foundation of expectations the sales manager establishes for his or her team.