The Road Warrior's Guide to Sales Management - Taking the Stress out of Managing Salespeople
A book by Tom Schaber
Learn from the Warrior: - When to hire sales people or expand a sales organization - How to find qualified sales professionals - Sure-fire methods to select just the right person for sales - Goal setting that … see full wiki
The author clearly has put an adequate number of sales miles behind him to justify considering himself knowledgeable in the field of managing a sales staff. Sales is a stressful job, if your compensation is based on commission, then you will never know from month to month what your earnings will be. However, there is a class of adrenaline junkies for whom such jobs are their niche in the economic food chain. These people are very successful at sales and if you are a manager, it is your job to find, train and retain them. While difficult, doing this is not impossible and Schaber gives you a lot of sound advice regarding how to do it. In my opinion, the best piece of advice in the book and one that a lot of executives should read, understand and implement appears on page 130.
"Salespeople should have the potential to earn more than the owner or president of the company!"
A moment's reflection will tell you that this is an intelligent win-win strategy. If someone in sales is making that kind of money, then their volume of sales must be enormous. Unless the company is doing something very stupid in the area of loss-leaders, the company is making a lot of money as well. The only way I would change this is to add the word "realistic" in front of potential.
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