Sales Managers: Think You’re Ready for Referrals?

Here are five important steps to make your team referral sales experts.
If salespeople were self-motivated, they wouldn’t need sales managers or metrics. Yep, most of us are lazy and lack discipline. I’m including myself here. It’s a lonely world for account executives. I’ve been there—given a quota (usually without my input) and a list of client companies, and then told to “go at it” and do whatever it takes to get meetings. Sound familiar?
Left to our own devices, most salespeople fail miserably. That’s why we need sales managers. Actually, what we need is strong sales leadership.
Whether you are a CEO, vice president, or sales manager, you have a central role in your company’s sales process and in the decision to transition from vapid outbound prospecting to selling through referrals. Referral selling is not just one more initiative to introduce to your organization. If you want to successfully shift to