The Emerging Role of the Sales Manager
- Topics:
- Sales Training,
- Training
- Source:
- Siebel Systems
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Overview: Companies are implementing processes and technology in the hopes of creating effective, efficient, predictable sales forces. Until now, the focus has been on how these changes affect the individual sales person. This paper explore the emerging role of the sales manager, what that role exactly entails, what hinders the sales manager, and how the sales manager can overcome those barriers through alignment, end-to-end sales process, and technology. The paper also concludes that the key to supporting Sales Managers is to ensure that the organization is proactively aligned with their role, and to install effective end-to-end sales process supported by effective technology and systems. This paper can serve as a guide for ensuring the success of sales process and CRM implementations and reinventing the role of the Sales Manager.
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Format: PDF | Size: 575KB | Date: Jan 2003 | Pages: 16
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