11/19/2004

Don't assume great salespeople will become great sales managers

Colleen Stanley

I began my sales career in manufacturing and distribution, where I learned process is critical to success. A process enables you to define, measure and change what's working and what's not working in an organization, regardless of the industry. In manufacturing, for instance, many processes must integrate to make a high-quality, non-defective product. Similarly, successful companies must have defined processes that integrate and align to produce high-quality, non-defective products and then consistently successful distribution.

This philosophy must also apply to their sales processes. Otherwise, the caliber of goods and their delivery will be moot. Click here to read on.

Colleen Stanley is president of SalesLeadership Inc. in Denver. Reach her at cstanley@salesleadershipdevelopment.com or 303-708-1128.