Using Technology in Managing Your Sales Team

Jonathan London and Martin Lucas

Chapter Chapter 7 in Using Technology to Sell, 2012, pp 241-262 from Springer

Abstract: Abstract Sales management is about guiding and inspiring people to be creative with how they sell. To accomplish this, managers need to be open minded and creative in how they manage people as well, like introducing new communication technology to help teams share new ideas. In this chapter, we explore advantages technology can bring when managing a sales team or sales unit, or for managing teams virtually. Much of what we discuss applies to management in general, but by nature the sales force needs more inspiration and encouragement and tends to work in a more widespread geographical distribution.

Keywords: Team Member; Sales Management; Conference Call; Sales Force; Collaboration Technology (search for similar items in EconPapers)
Date: 2012
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-1-4302-3934-5_7

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DOI: 10.1007/978-1-4302-3934-5_7

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