As a sales leader, the clock is always ticking. Reports need to be prepared, goals need to be monitored and those ever-present metaphorical fires keep flaring up. It’s enough to make you wonder where the time goes, or, more importantly, if your time as a sales manager is being spent in the right ways.
An unpredictable world, such as the one we are currently operating in, requires new tactics. As the world returns to work, we may find that our existing sales playbook isn’t yielding the results it once did. It’s time to shake things up.
The natural inclination is to focus on prospecting but there is a much better way to grow profits. You need to identify what success looks like, replicate those processes, and map out the whole ‘iceberg’ of potential with existing customers
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