What are you doing to build your sales leadership team for the future frontline individuals with the potential to lead your sales team to continue growing your markets and sales?
A great place to start training these identified individuals is to have them work with your frontline salespeople to develop (or improve) your current account selling strategies. Most sales reps have little account planning in place and are only thinking about their next call to their customers. We need our sales reps thinking and planning multiple moves ahead if we want to improve our competitive advantage. And account planning is one of the best ways to begin expanding your team’s multiple step account thinking.
Who on your team can be included in this account planning effort? We can’t wait until we need our future leaders. We need to start training them now. What can you do to identify and select those current team members who are more effective at thinking and planning more moves ahead and who have strong competitive awareness? You need to identify who best understands your markets and what your customers want and need.
Join me as we talk about the need to start training these people now so when we do need them, they have all the skills to help our sales team sell even more!