Fundamentals of Sales Management: For the Newly Appointed Sales Manager

Enhancing Your Current Team

You might think that in order to build the perfect sales force, you need to build your team from scratch. Unfortunately, you probably won’t have that kind of luxury unless you work for a new business or a new sales unit within a larger one. The reality probably is that you already have a team in place and will need to enhance or adjust the current team. Firing the entire team is rarely an option, nor a good idea. Your recruiting realities may include a combination of hiring and firing; they may be done in a short time frame or in a longer, more gradual way. The good news is that while you might be inheriting difficult personalities or marginal or low performers, you are likely also getting some very talented sales ...