Introduction to Support the Sales Team

Positioning the sales team is as important as positioning the company’s product or service.

There are many tactical sales support activities that are required to make sales reps successful.  Those tools are certainly necessary but are not sufficient to arm a sales team for the highly competitive, fast-moving marketplace.  Management must also actively support the sales team with more strategic tools, positioning, and guidance.  Management must think of themselves as the generals well behind the battle’s frontlines.  Logistical support provided by others needs to be implemented, but only after the strategy and positioning plans are in place and clearly communicated.