Sales management

Effective sales management gets the most out of your salesforce. Sales people need hands-on support and guidance to help them succeed.

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Sales management - overview

Sales people need hands-on support and guidance to help them succeed. Our overview of how to get the best out of your sales staff.

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Managing your sales team

Getting the most out of your sales team is an essential part of ensuring they achieve their full potential. Read our guide to managing sales people.

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Create a team networking culture

Good networking generates sales leads and contacts who can help you develop your business. But how do you get your employees to network effectively?

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Dead men walking

Many firms have them, but few managers know what to do with them - the uninterested employees who contribute little or nothing to your business.

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Learn to perform like Roger Federer

The techniques used by sports stars to maximise their performance can also work in business - and help you and your staff get to the top of your game.

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Q&A: Motivating your sales team

Businesses survive on their sales. So how do you motivate a sales team to ensure you maximise its potential and get the best results?

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Q&A: Sharpen up your sales force

Andy Preston of sales performance training company Outstanding Results explains how training can help you improve the performance of your sales team.

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Recruiting the right salespeople

Good salespeople are a major asset, because they deliver sales, yet finding them can be very hard. Learn how to find and recruit them.

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What is the 'science of selling'?

If I were to ask most people what qualities they would expect to find in a good salesman, their list would probably include personable, friendly, persuasive and ambitious. But there is an additional set that seem to make the difference between average and outstanding.