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sales management functions Tagged Articles
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9th of the Top 10 Kurlan Sales Management Functions
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| #9 - STRATEGY
Strategy comes in several forms and is required in different dosages depending on the position. For example, a line level sales manager may be more concerned with call strategy while a Worldwide VP Sales may be more concerned with market strategy. At the VP level, strategy is far more important than tactics while at the sales manager level, tactics are more important than strategy. |
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10th of the Top 10 Kurlan Sales Management Functions
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| Sales managers tend to be very challenged in the area of tactics. There are two varieties of sales managers...more |
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Top 10 Kurlan Sales Management Functions - What's Missing?
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| I also didn't include sales training or sales management training in those 10 sales management functions for generally the same reasons. Those are competencies best left to outside experts. Sales Managers can learn to coach - and it takes a long time to develop the ability to do it effectively - but |
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