A Strategic Guide for Practitioners
Until recently, sales managers received no specific training fortheir jobs. However, selling has become more complex with theemergence of regulations and more sophisticated customers. Salesmanagers need to inspire and achieve sales results by managingteams of professionals and other resources. To do so, they needguidance on dealing with issues that arise in these broader aspectsof their role.This concise guide for sales managers is based on a well-knownsales management technique called the 'customer portfoliomatrix'. Beth Rogers weaves her version of this throughout,enabling sales managers to see their strategy from thecustomer's point of view. Doing so will allow them to setrealistic objectives, design new strategies that add real customervalue, avoid wasting time on price-oriented customers and deployresources for maximum results.