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ProActive Sales Management, 2nd Edition by William Skip Miller

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Chapter 10

Create the ProActive Action Plan

Now it is time to put it all together. It is time for the sales management function in an organization to put into action what it wants and needs from the organization and to formalize its commitment to being ProActive.

It is time for a change.

As the sales manager, you need to create an action plan and communicate it to the organization and to your team. Formally communicate the organization's beliefs and goals.

The Coaching Wall of Principles

What do you believe in? What do you stand for? What are the bricks in your wall of principles? What bricks do you coach and counsel from? If you are a leader, you have bricks in your wall, and other people in your organization know exactly what to do without ...

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