The Sales Force Toolbox

The Sales Force Toolbox

The Sales Force Toolbox is a chance to solve the business related pains of the management team and talk the language CEO’s understand…this is not sales training. It is a repository for the systems and tools to be used by the company to hire, train and manage sales people; to forecast and control new business flow; multiply the cast of characters necessary for the continued growth of the small to medium sized business.

As corporate growth progresses, and the sales department is called upon to grow new business, a struggle often ensues. The fires of the struggle are fanned by the demands to organize a business component which has long withstood organization and structure…the Sales Department.

Large corporations have large sales department guides to help them operate. Small to Medium sized companies, especially in rapid growth modes generally operate their sales departments from the seat of their pants – even in a Chaos mode.

The Sales Force Toolbox was developed to help the company:
• Systematize and develop consistency and control in the sales department.
• Fill the gap in understanding between managers and sales people.
• Develop managers to fill effective and efficient roles.
• Assist the company in controlling growth from chaos (unplanned and unpredictable).
• Increase communication: the company to and from the sales team.
• Make training work for the company.
• Bring new hires into the company sales team smoothly and consistently.
• Match corporate and individual expectations.
• Overcome the black holes of sales management like disciplining and firing.
• Provide inner company career paths for sales people.

1996 The Sales Force Toolbox by RJR