Sales Force Management 101: Training the Salespeople
By John HaskellLeadership for the sales team is one of the most critical elements of making a rep firm more profitable and more secure with the principals the rep firm represents.
Evaluating the Salespeople
This approach assumes that there is a sales leader. The rep firm has a person who steps up to the challenge of managing the sales personnel.
Who is this person? Generally, the sales manager will be one of the owners of the rep firm. It is mostly not possible for a rep firm to afford to hire an individual to be a sales manager. As a result, someone … Read the rest