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Sales Managment
Coaching
1. Determines what salespeople need to be successful.
2. Puts a higher priority on sales skills than on administrative
procedure.
3. Gives salespeople activities that will help them improve
sales skills.
Delegation
1. Asks for and listens to salespeople's views and recommendations.
2. Makes assignments based on skill level and business maturity.
Profit Mentality
1. Places a high priority on achieving bottom-line results.
2. Sets realistic but ambitious goals to achieve bottom-line
results.
Initiative
1. Exhibits personal leadership and initiative.
2. Anticipates and prepares for specific problems and opportunities.
Answering Objections
1. Problems for concerns that may create a barrier to making
the sale.
2. Listens to and considers customer input and suggestions.
Customer Relations
1. Builds goodwill with customers.
2. Demonstrates continued personal concern for customers.
Account Penetration
1. Develops a special sales strategy for key customers.
2. Tracks and analyzes the quality of products or services.
Practical Intelligence
1. Pursues learning in a wide array of topics.
2. Shares current knowledge of related business issues with
sales team.
Analytic Ability
1. Demonstrates the ability to think through and analyze
problems logically.
2. Avoids making assumption or jumping to conclusions.
Teamwork
1. Works effectively with other members of the team.
2. Recruits and selects talented and motivated team members.
Political Acumen
1. Works effectively with others in the organization.
2. Focuses on establishing supportive relationships with external
influencers.
Visioning
1. Expresses a compelling vision for the sales team.
2. Takes charge in creating a strategy to achieve the vision.
Communicating
1. Communicates clearly and correctly in writing.
2. Expresses ideas and opinions so that people understand
them.
Have questions or need more information on our survey administration
service? Email
us or call: 1-800-488-6463 or 757-873-3700, ext. 201.
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