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Managing Your Team
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Managing Your Team
“What gets measured gets done.” You don’t have to know Tom Peters to agree with this old saying (even though he’s often quoted as the source…). We agree wholeheartedly. Make no mistake – management of your team goes far beyond “keeping tabs” on progress. It also includes teaching, coaching, holding people accountable once you’re sure they have the appropriate structure and support to do their job well.
This section includes a variety of resources aimed at helping you improve the way you manage your team – and to help you spend less time managing and more time with far more rewarding activities!
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WHITEPAPER: 4 Critical Steps to Building a Successful Sales Team
Jerry Scher & Paula Collins
Whether purely transactional, consultative or a blend of the two, creating a successful sales team is generally a make or break proposition for most businesses. You've likely heard "it's not a business until something gets sold." So, unless you have money to burn and don't care if you ever make even a small profit, a successful sales team is must. . . .
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Managing Your Sales Team
Jerry Scher, Our Green Value
We're strong believers in the concept that you should manage your system and coach your team. It is essential that a well thought out sales management system or program be designed that clearly defines your expectations and allows your sales team to actually manage themselves. . . .
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SPREADSHEET: Personal Income Worksheet
Jerry Scher, OGV
The Personal Income Worksheet was developed to assist management and sales representatives analyze the profit and personal income contribution from each product/service category that is sold during a specific period of time. . . .
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WORKSHEET: Job Description Review
You have no idea what my day is really like. Generally speaking, it's hard to know what's truly required to effectively perform a job better than the people currently employed in that position. If you've not done this in the past 6 months, pull out the job description for every position in your company, make a copy of it and hand it to the person doing that job. Ask them to review, edit an . . .
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HOW-TO: Interview Guide
Interview Guide. Wait, am I the good cop this time? In a police interview, good cop, bad cop works only when the roles are defined before walking in the room.The same is true for interviewing potential candidates, although certainly not as confrontational! Walking in the room armed with a job description and a vague idea of who you're looking to hire is a formula for disaster. . . .
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