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sales support

5 Key Management Blunders Which Impact Sales and Revenue

Interesting presentation on key issues which can drive sales in the wrong direction.  While the piece is centered on executive leadership, I think it is pertinent to product leaders as well.

Here are the 5 big takeways in the eBook:

  • Sales Reps decide which marketing activities get done.
  • Making Sales Reps responsible for their own marketing work.
  • Allowing Sales Reps to be responsible for the customer qualification matrix.
  • Expecting Sales Reps to take on an educating/nurturing role for prospects and customers.
  • Turning Sales Reps into overpaid secretaries and clerks