From the course: Sales Management. Simplified. (Blinkist Summary)

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Clear goals and the right tools

Clear goals and the right tools

From the course: Sales Management. Simplified. (Blinkist Summary)

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Clear goals and the right tools

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- [Narrator] Blink number seven. Managers must provide clear goals and make sure their team has the tools to reach them. It's every manager's duty to arm her team with the right tools, so that it's ready for action. But those tools won't be very useful, if the ultimate goal isn't clear. That's why managers should always work with their team to come up with a list of clear strategic targets. Serious thought and consideration should be put into which customers and prospects will be the focus of the team's efforts. Salespeople will often aim big, but a massive number of targets can lead to an unfocused sales team and limit the amount of time available for followup contact with a prospect. So, the better tactic is to concentrate the team's effort on a manageable list of carefully selected targets. The most important tool in a salesperson's toolbox is their sales story, otherwise known as their elevator pitch or value…

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