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Managing sales teams

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Leading a team

Acquiring skills

Retaining people

Harmonizing teams

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The Nine skills

Recruiting salespeople

Training salespeople

Allocating customers

Monitoring call rates

Monitoring performance

Analyzing sales results

Rewarding achievement

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Recognizing achievements

Using incentive scheme

Avoiding unfairness

Rewarding success

Dealing with

failure

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Questions to ask yourself

Was the failure due to lack of selling skills?

Was it due to lack of product knowledge?

Could knowledge of the customer be lacking?

Were any personal problems to blame?

Is the salesperson totally unsuitable for selling?

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Holding sales meeting

Boosting morale

Holding annual

conferences

Involving customers