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The task of the Sales Manager is to produce revenue for their company through the operations of the sales staff for whom they are responsible. The size of this revenue, and the profit (however defined) which it should show, are usually predetermined in order to achieve the aims of company policy. The objectives which they set for the various activities which are involved in carrying out this task should therefore be derived from, and be compatible with, company objectives, such as return on capital employed, cash flow, market position, growth. Since, like other managers, the Sales Manager depends on those ...
For the majority of owners hiring sales people is the same as going to Vegas and rolling dice as 80% of all sales personnel hired by small business employers fail to live up to their hiring goals and quotas ( source: Ephor Group Research, primary research with more than 1,200 small businesses over the last four years ). Clearly, quality-of-hire can be improved, but how often is the failure due to inadequate sales infrastructure , lack of a proven customer acquisition model , and/or ineffective sales management ? Achieving a state of effective sales management ... Read More
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