What is the responsibility of the Duties Manager, the Sales Manager and the Regional Sales Manager?
The Duties Manager, Sales Manager and Regional Sales Manager of any SALES organization must understand the skills of selling.
I just wonder how many interviews take place for Duty Managers etc where this issue is ever mentioned. For some reason almost all organizations choose their Regional Sales Managers, Sales Managers etc strictly for their product knowledge.
Obviously it is important to have an understanding of the product or services you sell but from my own experience at Xerox Corporation the new salesman with little product knowledge was usually more successful than many salespeople who had been with the company for years.
One reason could be the fact of not confusing the customer and focusing entirely on the skills of selling. Most of the sales managers, regional managers and duty managers at Xerox understood well the difference between making major sales and making simple sales.
It is still a mystery to me why most sales training material available today still pushes the old fashion methods, covering objection handling. When they do not show the very distinct difference between making major sales and making simple sales.
It is the responsibility of the Duty Manager, Regional Sales Manager and the Sales Manager to clearly understand these differences and pass them on to their sales staff.