Introduction to Managing the Sales Effort

Understanding and managing the overall sales process often does not receive enough attention.

There are many excellent books and seminars on how to sell that describe all aspects of the sales cycle from prospecting to closing.  These books and seminars are primarily focused on the sales rep.  There are, however, several other activities that can help sales managers as well as sales reps in the process.  These activities do not seem to attract as much attention but are equally important for the company to address to develop a consistent and growing sales pipeline.