Managing your sales team (SE 5)

A breed apart

Getting the most out of your sales team is essential if you are going to achieve your company’s full potential. But it is not always easy. Sales people can be a breed apart, operating in a stressful environment where they are exposed to rejection and frustration. Effective organisation and motivation of the team is therefore essential.

This briefing covers:

• Getting the right sales people.
• Planning and monitoring the sales effort.
• Allocating account management responsibilities.
• Motivating and rewarding the team.