Ten Things I Wish I’d Have Known Before I Managed Salespeople

By S. Anthony Iannarino 

Here are ten things that I wish I’d have known before I started managing a sales force.

  1. Balance activity and effectiveness. 
  2. Hire for attributes.
  3. You live and die by your pipeline.
  4. Serve salespeople before the organization.
  5. You sell to your organization.
  6. You build and manage the process.
  7. You have to see for yourself.
  8. There is only one forecast date that matters.
  9. Show no mercy when cleaning the pipeline.
  10. The big lever is caring enough to personally coach.

[…Read entire article here…]