Sales Management Training
© 2011 The Manzo Group. All Rights Reserved.
Building a sales machine is not about doing 4000 things; it is about doing 12 things 4,000 times each!
--Chet HolmesThe speed of the team is the speed of the leader. The key variable for success of any organization is the collective skill set of the management team.
To effectively guide your sales team you must understand the differences in your role as manager, coach, or leader. The old adage that when you walk around with nothing but a hammer in your hand... well everything begins to look like a nail is no longer effective.
The idea that money alone should motivate your people to perform is at worst a formula for high turnover and low productivity and at best represents limited insight. The saleforce of today and the future is simply not motivated by the same incentives as in the past. High performing dealerships must learn to evolve and adapt by integrating 21st century assessment tools to help diagnose and define what approach is most effective for each individual performer of your sales team.
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