Leading Employees in B2B Sales

Hans-Peter Neeb ()
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Hans-Peter Neeb: AccountJourney®

Chapter Chapter 3 in Account Management Strategies in B2B Sales, 2023, pp 83-88 from Springer

Abstract: Abstract Especially for managers, it is important to have simple, effective tools to lead employees uniformly and efficiently. Systematic sales processes offer a good support in this regard. This chapter shows that especially the structured mapping of the insights about the customer within an account plan is useful, because it provides the red thread for the goal-oriented thinking, talking and acting in the whole team. An interesting consideration is also the idea of the sales for non-sales approach, so that important colleagues outside the sales department can be involved in the customer care, all members of the virtual sales team speak a common language and focus on the same aspects. Especially through sales for non-sales, one can generate success-critical insights and integrate them into the team work.

Date: 2023
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-658-40450-5_3

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DOI: 10.1007/978-3-658-40450-5_3

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