Sales manager tip – be a filter not a funnel

Sales Manager Tip

Sales Manager Tip

Each year sales managers spend a substantive amount of time and effort helping their sales team use their time with the customer more effectively. What they often fail to do is make a commitment to help them have more time to spend with their customers.

One way to tackle this second challenge is for front-line sales managers to filter requests coming from regional or corporate offices and only funnel to their sales team the requests the salesperson needs to succeed.

When the “clutter” isn’t managed, sales teams spend a disproportionate amount of time playing with paperwork rather than calling on customers.  Some is necessary; a lot is not.

Front-line sales manager who can provide their sales teams more time to work with customers, not on paperwork can make a big difference quickly.

To read more about sales coaching – visit the Sales Training Connection.


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©2013 Sales Momentum® LLC

About Janet Spirer

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer - the founders of Sales Horizons - have worked with the Fortune 1000 - such as UPS, Canon USA, Smith & Nephew, Boston Scientific, Owens & Minor, Textron - to design and develop sales training programs. Janet has followed two different, yet complimentary paths. First, as a B-School Professor she taught marketing, sales, and business strategy courses. She also managed a consulting practice focusing on sales productivity and marketing – working with a variety of clients ranging from Xerox to IBM. She translated those experiences into a book – “Parlez-Vous Business” – that helps sales people develop the business savvy to sell successfully. Since co-founding Sales Momentum® in 2000 with Richard Dr. Spirer received her Ph.D. from The Ohio State University, an M.P.A. from The University of Texas at Austin, and a B.A. in Economics from Brooklyn College. She holds the appointment of Professor Emeritus at Marymount University.
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