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Are You an Effective Sales Manager? Here are 10 Clues
Blog / Sales Management / May 18, 2017 / Posted by John Golden /

Are You an Effective Sales Manager? Here are 10 Clues

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1. Your company’s Go-To-Market strategy is understood by your sales team.

2. Instead of staying at the back end of the pipeline frantically trying to get deals closed, most of your time is spent at the front end helping qualify early-stage opportunities.

3. Your company has evolved and clearly defined an ideal target customer profile, and your sales team knows it well.

4. Instead of a large, speculative pipeline, you are quite comfortable with a smaller one that contains only well-qualified opportunities.

5. When you sit in on sales calls, it is clear you are there in a secondary, supportive role.

6. The difference between coaching and selling is clearly understood by you.

7. You don’t pass up any opportunity to coach & role play.

8. Only an absolute emergency would pull you away from your formal, scheduled coaching sessions; that is how committed you are to them.

9. At least once a quarter, you facilitate customer growth and account planning as part of a formal process.

10. You operate at a predictable cadence.

Interested in learning more about effective sales management? Check out our many other features.

About Author

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World's Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He has conducted over 500 video interviews of thought leaders for Sales POP! online sales magazine and has a podcast channel on iTunes that has over 350 audio interviews He is CSMO at Pipeliner CRM. He is also an Amazon best selling author of two books and In his spare time, John is an avid Martial Artist.

Author's Publications on Amazon

John Golden, best selling author of "Winning the Battle for Sales" presents "Social Upheaval: How to Win At Social Selling" to explain how every B2B salesperson can add social selling methods to their toolkits, and why it is so important that they do so without…
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FROM THE CREATORS OF SPIN SELLING―TRIED-AND-TRUE STRATEGIES TO ARM YOU IN THE WAR FOR SALES SUPREMACY "I distinctly remember my first VP talking about 'campaigns' and 'targets.' Indeed, successful salespeople have made learning from military tactics an important aspect of their careers. In this engaging…
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