Sales, in general, is an underestimated profession and not the focus of many universities or studies. But psychological, analytical, mathematical, and empathic skills are extremely important. Your human resource specialists have, of course, lots of experience with recruiting and will know which candidate suits your organization best. But there is not always enough time to assess a candidate’s real selling skills, strengths, and potential. Nor to determine the training and coaching needs of newly recruited candidates. After recruitment, product training and joint client visits are sometimes done by a senior colleague, if their schedule allows. Therefore, we offer support in these all-important areas based on our experience with successful recruitment and development of high-performing sales managers in various European and non-European countries.

Few sales managers (if any) will say administration and reporting are their top priority or favorite activities. But an uncomplicated, structured tool to follow and manage projects/sales cycles for each sales individual and team is extremely important for them and for your management. A dynamic, updated prospect management system that includes all stages from “prospect to closing orders” in the pipeline can help to monitor sales activities, project progress, and sales forecasting. It also enables you to determine individual training needs and compare the size and quality of the prospect base versus the planned sales objectives. The famous saying by Sir Winston Churchill applies well here: ”Give us the tools, and we will finish the job!”