Then point is less difficult. Judgment How do I decide which conversations are worthwhile and which are not? How do I judge the gestures and facial expressions of my counterpart? Does my potential customer find the offer interesting or not? In minutes if not seconds salespeople need to survey the situation and decide which path to take. Do you continue the conversation? Is there potential here? What type of character is he dealing with and much more. A good sales manager must therefore be willing to make decisions. Technology affinity Similar to point sales have not only arrived in social media but also in the st century and digitization.
There have long been numerous tools that can make day to day sales a lot easier. Ideally a sales manager knows these tools regardless of whether they are sales Latest Mailing Database intelligence or CRM and knows how to use them. Otherwise he should be willing to get to know such innovations in order to optimally design his sales process. Time Management A day has a limited number of hours available. So the time window for signing contracts is even smaller. A good sales manager must be able to organize his time independently and sensibly. He should be able to assess time windows and processes. Setting priorities is the be all and end all. Research Skills Knowledge is power.
So if you know as much as possible about a potential customer you may already know their pain before the first direct contact. Extensive knowledge of the target market target group and person is essential for successful sales talks. There are also tools e.g. Echobot from the Sales Intelligence area to support research which collect data and information and make them available in a clear manner. The right sales structure for your sales team So far so good. So you took care of your product as well as capable and motivated employees. But which methods can you actually use to build up your sales team.