From Selling to Managing

3

Implementingthe Plan

Let’s now move on to the next major step—implementing the plan. As field sales manager you perform this part of the job when:

1.You have the right salespeople to do the job.

2.You supervise these reps to make sure they are reaching their agreed-upon objectives.

In short, what we have is a plan of action for each sales rep working under the field sales manager. These individual plans also include specific steps for achieving the company’s overall objectives. In our hypothetical case, each sales rep has a specific plan for increasing the sales of product line B as well as for attaining additional objectives agreed upon for his or her individual growth and development. The field sales manager’s own plan of action is to help ...