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If you are a manager or small business owner, you are the coach and leader of your team. It’s your job to make sure your team is prepared to find new business, up sell current customers, and outsell the competition. This means you need to set the tone of what is expected.
1. Confuse Product Training for Sales Training – Companies spend thousands of dollars and their sales people spend countless hours every year trying to keep up with all the new bells and whistles of their latest products. Unfortunately, this leaves fewer hours in the month for any sales development training.
Mistakes Result in Poor Performance
Too many companies lose money because their sales management team continues to make the same preventable mistakes. These common mistakes result in poor sales performance. The following are some of the most common sales management mistakes:
Mastering a sales process is far better, and results in fewer mistakes compared to just “winging it.” A sales process also makes it much easier to train new reps.