The next step in sales department growth requires: - Admitting you . . . cannot handle everything!
- Delegating authority . . . with responsibility
- Letting people . . . do their job!
- Motivating, training, and guiding!
A newly formed business relies heavily on its principals as its key salespeople unless it is well-funded from the start. As it grows in revenues and in geographic coverage, the need to add sales personnel and management is a normal progression.
However, how a company develops the sales force can determine its effectiveness to optimize sales and develop a loyal customer base. - The saying, "a good salesman does not necessarily make a good manager and a good manager does not necessarily make a good salesman" . . . is an absolute truth!
- Many companies make the mistake of promoting good salespeople into a "Peter Principle" situation where everyone suffers.
- It could very well be the average salesperson who offers the best in management qualities.
How you answer the following questions should give you a good idea if and/or what must by done to safeguard / maintain business growth. - Do you have time in the day to . . . handle all your responsibilities and manage sales?
- Is your company maximizing sales geographically?
- Do your manager(s) supervise too many salespeople and/or reps?
- What do you want to accomplish and what will it take from the sales department?
- What are your customers saying and/or asking?
- What about those prospects that you want to convert?
How more effective can your sales department be?FOCUS Associates is here to assist you! | 
