销售领导_米勒汉-Sales_Leadership.Overview.Service.2010.pptVIP

* Successful Culture, Success Characteristics Company “First” vs. Commissions Focus “Pipeline” or “Funnel” vs. Quote Log Backlog Customer Relationship vs. Prospect-Suspect Log Strategic Account Management Market Segments Strategic Approach vs. “Numbers Game” Only Measure Track with Plan, Goals vs. No Tracking “Front-end” Vision, “How will we go to market?” “Miller-Heiman” Funnel Concept Training Education for Service Sales Management Follow-up! * Service Change Management Process “Coaching is seeing what others don’t see, means changing behavior and encouraging positive change at all lev