Focus on the action
A good sales manager will tell their sales reps to focus on their activities rather than the numbers.
“Managers should know how their sales team is spending their time every day,” Oriola says. “It’s not as much about the account. It’s really about the deal. Salespeople need to focus on the deal to get business closed. We’re laser-focused there.”
Although his preferred method of managing sales is known as a CRM, or customer relationship management tool, it’s about more than managing contacts, he explains. “We have built a solution that gets the salesperson on track with the activities that are necessary to get to success.”