Why Consider Sales Prospecting as a Sales Management Training Course

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Why Consider Sales Prospecting as a Sales Management Training Course

The last thing a sales manager wants to do is to go through a certification course in Sales Prospecting. Theyve been there and theyve done that, or theyd not have been promoted to a sales manager level. After all, thats up to the sales rep. Thats why they are hired on. In fact, I recently asked a Vice President of Sales in a competitive industry if hed be open to looking at a Sales Prospecting System for his sales managers his remark was Thats what we hire sales reps for. If they dont do it, we fire them and find some that will.

Well, by definition, I guess thats fair. Because if you take a look at any outside sales representative job description, youll see experience criteria listed such as: Excellent cold calling and lead generation experience, or Must be able to identify Target Prospects and maintain an appropriate activity funnel, or Must meet or exceed activity standards.

So why should a sales organization consider establishing a prospecting certification course for their Sales Managers? In order to consider this argument, lets first take a look at standard criteria within...

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