Chapter 3. Sales Planning: Setting the Direction for the Sales Team
Planning is one of the first functions in the process of sales management. Before you undertake any other managerial function, having a good plan is imperative. The reality is often that certain aspects of a plan are carried over from the prior quarter, half, year, and so on. As is true with many of the areas of management, you do not often have the chance to start with a clean slate. However, just as you likely already possess some star salespeople, your current plan likely has certain very useful aspects. This chapter is meant to complement what is already in place and possibly challenge what your company is currently doing with the intent of improving the plan so that everyone ...
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