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Salesperson Centric Management: Maximising the Performance of Complex Solution Sales Teams

Salesperson Centric Management: Maximising the Performance of Complex Solution Sales Teams

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Описание
Salesperson Centric Management is a sales management approach for people who are responsible for a team of highly skilled salespeople taking a consultative and value-led approach to selling complex products and services to major customers. These salespeople are typically well-educated, highly experienced in their field and well-rewarded for success. The big question is how best to manage them, and what should you focus on as a manager to achieve your company's business objectives and maximise the success of the team? In short, what can you do to make a difference? The sales management approach is based on a simple premise: it is the salesperson that has to be successful, so consider everything from their perspective. Ensure as the manager you are focused on giving them what they need to do their job and coaching them to maximise their success. This book is a concise practical guide to the sales management approach and is intended for new sales team managers or more experienced managers who wish to better understand and apply best practice.Salesperson Centric Management is based on the author's extensive experience of complex consultative sales in the IT industry, both as a salesperson and a sales director. It seeks in a practical way to help sales team managers understand best practices and focus their energy on the issues that have the greatest impact on team performance. Therefore, the Salesperson Centric Management approach will prove effective in any industry that requires a consultative and value-led approach to selling complex solutions. There are many routes to becoming a manager of a consultative sales team. You may have been promoted after success as a salesperson, you may be a business owner or the managing director of a business unit or you may have been a consultant, manager, technical expert, or have experience in marketing. Whatever your background, the Salesperson Centric Management approach will help you maximise the success of your team.