Front line Sales Managers have always been pivotal to sales success. In years gone by rookie sellers learned their trade on ride-alongs in the field with the boss. They took the best bits of what they saw and incorporated it into their own style supplemented by rigorous sales training.
Your one guaranteed USP is your sales team and the way that they sell. That’s why organisations should invest in that resource to ensure they are the best version of themselves they can be.
'People buy people' is a cliché, but also a truism. For me the two approaches must be taught in conjunction with one another. 'Sales Process' and 'People Process.'
So many selling organisations today focus on their selling process – their methodology – and too few really study the buying process for their marketplace. Aligning your selling process with the buying process in your market is critical to growth and success.