RV PRO

May '19

Issue link: https://nbm.uberflip.com/i/1107661

Contents of this Issue

Navigation

Page 90 of 104

84 • RV PRO • May 2019 rv-pro.com B U S I N E S S The role of the sales manager is to provide management, leadership and leverage during the steps to a sale. With the onset of the selling season, now is good time to do some quick prep work. Prepping the Sales Manager for the Selling Season Just as salespeople needed a refresher before the season begins in earnest, so too does the sales manager need some quick prep work in order to be most effective. Editor's note: This column is the second in a two- part series highlighting best practices as it relates to preparing for the summer selling season. This month's column looks at best practices related to sales managers. Part 1, which ran in the April issue, focused on best practices as it relates to sales agents. T here is nothing new under the sun. They also say that prostitution is the oldest pro- fession. On that account, I disagree, as it's obvious to anyone that a sale had to be made first. As the legitimate "oldest" profession, it would seem to me the process should be well-defined and well-understood. Since time immemorial, the set and sequence of events in any sales process has not changed. The role of the sales manager is to provide management, leadership and leverage during the steps to a sale. So, now is a good time to do some quick prep work before the selling season. Like Zig Ziglar used to say, "It's time for a checkup from the neck up." Management: Doing Things the Right Way One premise, or axiom, where we can start to evaluate the sales manager's role is from the saying that "we are as lazy as we dare to be." I've always thought that was particularly true of productive people. Whether due to ego or lethargy, it seems universal to me that productive people want By Chuck Marzahn Chuck Marzahn is a partner with Marzahn & King Consulting, a well- known consulting and training firm specializing in the RV industry based in Virginia Beach, Va. He can be reached at Chuck@Marzahn AndKing.com.

Articles in this issue

Links on this page

view archives of RV PRO - May '19