Sales Management

I recently came across an article written by Toni Hankins in the September 2009 issue of Selling Power Magazine. The piece was titled Sixteen Ways to Survive a Recession and Build Your Sales. What at first sounded like such a negative title contained a very upbeat commentary. The sixteen points Toni raised should serve as a guide and a reminder to all sales managers. Even ‘coaches’ need to be coached! Here are a few that caught my attention:

• Don’t experience recession – there is business out there. Someone is always buying.
• Get out of comfort zones – get more innovative, entrepreneurial and forward thinking. Flexibility and creativity rule.
• Train to peak performance – the military does not stop training and your sales team shouldn’t either.
• Accept responsibility – it’s your job to build and maintain the morale of your sales team.
• Stay the course – be confident you are doing the right things that will generate the right results.

I loved Toni’s reference to Christopher Columbus “We proceeded south by southwest,” which eventually lead the famous explorer to discover the new world.

Stay the course, be confident and optimistic. Be the leader you know you are!

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