Jim Pancero of Advanced Sales & Sales Management Training & Consulting presents an interesting perspective on sales teams at NAHAD 2014. Some of the important points he brings out are
Reactive Management vs. Proactive Leadership in sales
Where do you focus your communication ... Future, Today, or History?
Coaching and leadership
Taking responsibility for any lost business ... every loss has value because it allows us to re-evaluate our process and our product.
Transactional Manager vs. Selling Process Coach
Jim has presented many times before at NAHAD and his material and advice is most helpful. He has a very practical approach to selling that should work for every industry.