As a Sales Manager you will no doubt be seriously challenged in your role this year if you run a sales team involved in Making Major Sales. I therefore have two tips today:
The first is to make absolutely certain your sales staff is totally familiar with the difference between making a simple sale and making a major sale. If they are not clear on this fact you face an uphill battle.
The best and fastest way to ensure a clear understanding on this is to invest in the very best book ever written on the subject of selling “Making Major Sales” by Neil Rackham of Huthwaite research.
In my opinion this book should be a mandatory purchase for any Sales Manager worth their salt. Rackham has proven beyond doubt there is a massive difference in the skill set required to conclude a major sale as opposed to a simple sale.
The second tip is to ensure you have the right sales people. The best and easiest way to achieve this is to invest in another world class book by Bradford D Smart and Greg Alexander “Topgrading for sales”.
This particular book focuses on how to weed out and employ the very best sales people out there.
We have just begun a new year and if we believe the news it will be a tough one. Therefore the Sales Manager’s Job is to ensure correct tools and strategies are in place for the team.
Make it your priority in 2009 to grab these two books from Amazon (see the link to the side) or any other book supplier carrying the very best in sales training.