ineffective sales manager
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When Your Sales Opportunity Stalls, Do You Call Roadside Assistance?
- October 18, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When salespeople get into trouble and an opportunity stalls out or goes off the rails, their sales managers are the sales version of roadside assistance. In the context of a sales opportunity, there are typically three possibilities:
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Why CEOs/Presidents Tolerate Ineffective Sales Management
- October 7, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Lack of overall sales performance is an easily recognized problem. A savvy President or CEO may correctly identify the symptoms: inaccurate forecasts, a lack of new opportunities, new salespeople failing to ramp-up quickly enough, delayed closings, and complacency. However, they usually fail to understand that these issues are not sales issues, but sales management issues.