Chapter
The Challenges of Sales Management in Businesses
22:31 - 41:03 (18:31)
Sales managers can often be good salespeople that were promoted but lack the necessary management skills to lead a team effectively. CEOs and business owners can also lose touch with their sales team and confuse sales process for structure, which results in upskilling needs and keeping sales people accountable for their performance.
Clips
The key to a successful cold call is to be short, authoritative, and direct.
22:31 - 24:29 (01:58)
Summary
The key to a successful cold call is to be short, authoritative, and direct. Make sure to address the potential customer's pain points and let them know how you can solve their problems.
ChapterThe Challenges of Sales Management in Businesses
Episode#128 - Benjamin Dennehy - The UK's Most Hated Sales Trainer
PodcastModern Wisdom
Sales management requires different skills than being a good salesperson.
24:29 - 31:08 (06:39)
Summary
Sales management requires different skills than being a good salesperson. Business owners and CEOs often lose touch with their sales team, but having a structure for communication and knowing when to struggle can help move prospects through the sales process.
ChapterThe Challenges of Sales Management in Businesses
Episode#128 - Benjamin Dennehy - The UK's Most Hated Sales Trainer
PodcastModern Wisdom
Sales managers should not have a sales target and should focus on upskilling their salespeople, monitoring their behaviors, holding them accountable, challenging them, and asking questions.
31:08 - 35:15 (04:07)
Summary
Sales managers should not have a sales target and should focus on upskilling their salespeople, monitoring their behaviors, holding them accountable, challenging them, and asking questions. It is important to promote successful salespeople to lead seller teams to gain the respect of the team.
ChapterThe Challenges of Sales Management in Businesses
Episode#128 - Benjamin Dennehy - The UK's Most Hated Sales Trainer
PodcastModern Wisdom
The misconception about sales process as just the structure that salespeople follow has to be changed.
35:15 - 41:03 (05:47)
Summary
The misconception about sales process as just the structure that salespeople follow has to be changed. The broad range of subjects and strengths is what sales processes come with which can be improved significantly.