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Sales Management

For a group of salespeople to remain consciously competent at optimum performance levels, they require frequent injections of stimulation, motivational guidance, prompting, coaching and directing, otherwise they can easily lapse into becoming unconsciously competent or worse, unconsciously incompetent. The primary objective of a professional Sales Manager has to be: “To achieve consistently superior results through the performance of every key individual.” Recent research has suggested that less than 10% of sales managers are properly equipped for their role. But this category is not just for the 90% who need to improve but also for that 10% who can become even better.

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Sales Management That Works: How to Sell in a World that Never Stops Changing

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