Sales is the engine of a business, however too often sales management is undervalued. Sales managers are often appointed due to internal promotion, not their competence or specialised skills.
There are critical differences between a salesperson and sales manager and having the wrong person in the management role can cause internal damage and loss of clients. The right person however, can be a valuable asset.
INTENT Director Ian Walsh recently spoke with the National Business Review (NBR) about what makes a great sales manager. Ian suggests they need drive, as well as the support of a company that “embraces robust processes, structures and systems to allow managers to get the job done.”
See the full NBR article to learn the three characteristics a sales manager needs to be successful.
To find out more about improving sales management, and transforming your business by creating robust processes, structures and systems, contact INTENT on 09 523 0366 or email firstname.lastname@example.org.