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There are chief executives and business owners who create a sales culture in which producers don't judge production versus purpose, but activity. This is self-destructive;
Divide sales management into these three clear categories: Sales Leadership and Culture, Talent Management, and Sales Process;
If a smaller company cannot afford a dedicated manager, it is preferable to see the president or another key executive, serving in a part-time sales management capacity;
The sales manager doesn't have to be the sales specialist.
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