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Sales Management For Dummies by Butch Bellah

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Chapter 4

Who’s On First: Building Your Best Team

In This Chapter

arrow Assessing your current sales representatives

arrow Understanding what makes a successful salesperson

arrow Hiring new sales representatives to your team

arrow Conducing a professional interview

arrow Defining what you’re looking for in a new salesperson

arrow Avoiding the professional interviewees

Working in sales management you’ll likely find that your job, at times, resembles that of a coach, and your sales team is much like a roster of players. (Hopefully without the spitballs.)

You hope to have some salespeople who are A-level players, but the great majority of your team is likely to be made up of B and C players and, undoubtedly you have your share of D and F players. Now, this is not to say these players are bad, but sales works on a scale: If someone is the best, then, unfortunately, someone else has to be the worst.

Your job is determine ...

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