Mike Cardinal has released the final article in our Proactive Sales Management series titled The Finishing Touches.  This article completes our 3 part Summer series which defines 3 basic steps in structuring a sales department that acts, well, proactively instead of reactively.

An excerpt:

A simple but effective way to ensure flexibility within your sales department€™s foundation and structure is to utilize information available to you. Many of our clients take the insight they learn from our assessments to customize and add finishing touches to the communication style utilized with each individual.

Each salesperson has a blend of traits, styles, skills and motivations that need to be considered.  The sales manager sets the tone for the department and essentially €œfinishes€ the look of the department.  Yet, the sales manager also needs to understand the influencing factors associated with each individual to receive their full effort.

Some salespeople require a strong, bold approach while others thrive in a data-driven, detached style.  Many are rewarded by money, while others are motivated by status and recognition.  The sales manager who understands these fine details about his or her team is the one who puts the perfect finishing touches on the sales organization.

Please read the entire article.  And in case you missed the first two articles:

Part 1 – The Foundation of Expectations

Part 2 – The Structure of a Selling System

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