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Take part in any sales leadership training for mid or senior level management and you will observe discussion about defining leadership and then in some instances how to turn that definition into action. There is an interesting book written by Dr. David Hawkins, Power vs. Truth that examines the inherent truth of words relative to the subconscious of each individual medical device sales outsourcing . This article is not to argue Dr. Hawkin’s position, but rather to reinforce the concept that power comes from within each individual. The Sales Management Study, Edition One, 2009 shows that outside of the ability to identify and acquire talent, the way sales teams are led and managed ranks #2 in terms of sales management’s impact on sales team productivity. Let’s look at training and preparation from a different perspective.

Add the above stats to Bersin’s & Assoc. research that shows half of U.S. companies have some sort of leadership development programs for their management/exec teams and the numbers begin to make sense. Why, because you’re only as good as your last accomplishment. If you’re a sales manager, are you satisfied with the past performances of your sales team? If not, you’ve got to step-up — give help and get help to improve your management skills. Are you taking courses, reading books, listening to teleseminars, watching outsourcing sales training videos? Sales management training is the foundation to ongoing sales results from selection, to coaching, training, rewarding and promoting.

Then, get in the practice of preparing and keep preparing for every game, outsourced medical sales as I indicated above. Do you have at your fingertips the combinations and sequences to handle what’s thrown at you? Or, are you coming in from the bleachers ready to wing it — out of shape and unaware of the obstacles? Are you happy with your past performances? Sales managers, are you happy with your team’s performances? Sales management training is just as important, if not more than, salespeople training. Are your sales leaders demonstrating appropriate behaviours? However, like most training, for the training to be effective it also needs to be customized to organizational objectives, it needs and should be conducted on an ongoing basis with one on one coaching.

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