This article was originally published in Executive Travel Magazine with the slightly more optimistic title Sales Team Management Secrets:
The success of a sales team is inextricably linked with the team’s management strategies. Sales managers tend to be vocal in reference to the underperformance of their sales teams, but they don’t always reflect on their own contribution to their team’s shortcomings. As a manager, you have the power to influence your team’s performance through compensation, tools and practices, and the team’s success or failure ultimately is your responsibility. If you are managing a struggling sales team, check to see if the odor originates from you.
Find me the business that says client relations is a waste of time, and I’ll find you a business that no longer exists. Client relations are a huge lifeline for all businesses, and it is high on the list of responsibilities for sales and account representatives.