Building a sales force that pays for itself
The elements involved in building a sales force, especially one
that pays for itself and also adds value to any business, are
many and varied. The whole purpose and direction of a sales
manager needs to be directed to creating a sales force that
causes the employing company to expand through increasing sales.
This is done by the following general steps: Training sales
staff to be able to sell the company product in large volume;
correcting how sales presentations are made; handling any
customer flaps his sales people make; and then testing and
hiring more sales people, to create an ever increasing sales
force. This is a continual process that a sales manager must be
doing to justify his existence. If he doesn