Leading the sales force with leading sales managers

Joseph J Kovarik

American Bankers Association, 2000, vol. 13, issue 4

Abstract: Organizations readily accept the science of management, operations, finance, credit, and information systems. However, the sales management function is neglected. Lending institutions exercise the discipline of the classic 5 Cs of credit analysis - character, capital, capacity, collateral, and conditions. Sales Management practices can be enhanced when 10 rules are implemented, including: 1. Maintain an arm's length relationship with representatives. 2. Monitor effort as well as results. 3. Keep reporting deadlines. 4. Report sale quota achievements monthly. 5. Schedule weekly contact with each sales representative. 6. Measure competition against an objective standard.

Keywords: Agricultural; Finance (search for similar items in EconPapers)
Date: 2000
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