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The Whiteboard

The Whiteboard is where we keep our current newsletters, relevant news items, and jottings about what’s happening in the Sales Profession. Come back here regularly to read the updates...


"Leading in a lockdown" - 21st Century Sales Management, April 2020
22 April 2020

We are certainly in a remarkable period, and one which we will all remember for the rest of our lives.  Even in these extreme circumstances though, the Job Purpose of Sales Management hasn’t changed – it’s still to achieve sales through others.  The challenges associated with achieving this though are greater than ever before.

For those who are more used to managing Internal sales teams, managing ‘at distance’ is as different to the norm as it could possibly be.  Even for those who normally manage their teams ‘at distance’ we’re now in uncharted territory, since never before have field based sales teams been obliged to work from home 100% of the time without the option of travelling away from the home office to meet customers.  The new home working environment will impact on levels of both motivation and engagement.


 Influencing levels of motivation and engagement is about using the right leadership behaviours.  This edition of 21st Century Sales Management provides just a few thoughts on waht the right leadership behaviours actually are...


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