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In Sales Management, the Waning Power of "Push" and "Pull" – Harvard Business Review

Managing Sales Teams

Salespeople generally have a great deal of autonomy in deciding which customers and products to focus on, how hard to work, and who to collaborate with. At the same time, sales leaders and managers try to affect the choices salespeople make using two predominant forms of influence ‘ “push” and “pull”.

Salespeople must be armed (not “pushed” and “pulled”) with a value-adding sales process, supported by the right tools, resources, and information.

Sales force leaders, managers, and salespeople must adapt to a new way of working; those who can’t adapt will not survive. It’s time to help the people change, or to change the people.

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Source: Harvard Business Review

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