“What Works” means the skills, techniques, strategies, and tactics of actually selling and managing a sales territory or product segment. “What Works” means actually implementing those skills to close business. But “What Works” means more than just closing sales. “What Works” means walking away and avoiding wasted time and resources. It means managing large accounts so they continue to buy more. It means cross selling, up-selling and pursuing referrals. “What Works” means promoting the company’s brand and maintaining the company’s goodwill.
Learn from this article what works in sales management and how to implement it, one piece at a time. What works in sales management is making your sales process efficient and effective. It allows you to use your time and your CRM (if you have one) proactively to control your sales team and always know what’s about to happen, rather than learning after the fact occurrences.
Read More: Sales Management III - What Works