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about Sales management

There’s no doubt about it, sales is a highly competitive, results driven business. That’s why having the right leadership is crucial to a sales team’s success. So how can you be the leader that your team needs? How can you help them negotiate the highs of target smashing one day, followed by the lows of rejection the next? How can you keep them motivated every single day, so that they deliver the results you need?

1. Understanding individuality

One of the most important rules of managing a sales team is to know your team on an individual basis

Sales software for roles

Many of us will trust our ‘gut’ when making decisions, relying on that instinctive knowledge, that innate niggling feeling in the pit of your stomach that and that voice in your head that tells what or what not to do. Sales, however is not somewhere you should be relying on your ‘gut’ but instead on hard fact and customer data.

Our President, Kevin McGirl talks to

sales pipeline

What is a sales pipeline? It may seem like a simple question to answer but, in truth, it’s more complicated than you think – a lot more.

Definition: ‘The sales pipeline represents your sales process consisting of all the sales steps you need to take in order to sell your product to your customer.’

A sales pipeline can become complicated because of the many sales steps involved, the varying needs of a prospect, timelines and the ever-changing probability of closing