Check out
this column from Kate Dunn published in WhatTheyThink? You'll find some interesting information to help you develop a good sales management plan that will help you polish a high-performance sales team to deliver consistent results. Here's a summary of her 7-Step Sales Management Plan:
- Establish company objectives
- Define Sales Process/Required Skills
- Assess Talent/Training Needs
- Define Coverage/Rep Goals
- Align Compensation
- Coach
- Manage/Create Accountability