• Understand your business
• Understand what motivates customers to buy from you
• Create unique selling propositions

Be aware of the positive and negative influences that management can have on sales performance. Even the most polished skills, driving the most tuned sales process can be sabotaged by destructive forces like:

• Micro-management
• Lack of tools
• Poor compensation plan
• Bad hiring

Creating an environment where sales efforts are maximised is challenging. Factors to consider include:

• Intra company communication
• Measurement
• Marketing strategy

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