Our work with sales managers equips them with methodologies for planning sales activity and using sound key performance indicators for managing the selling process. Focusing on the sales process rather than only on business outcomes is a key factor in increasing sales productivity.

Our experience, in line with research undertaken by others, is that sales managers contribute most when they act as a coach of the sales process. Much of our consulting work is oriented to providing sales managers with information and opportunities to increase their role as a coach of the sales process.

You can download information on these processes from our downloads page.