How to help your reps move through the sales process

04/24/2013 | (U.K.)

Many sales managers are focused almost entirely on forecasting results and fail to help their representatives move opportunities forward, writes Bob Apollo. In addition to asking questions designed to make predictions, managers should ask "broadening questions," which "encourage the sales person to think, share relevant experiences, [and] offer lateral insights and stimulate the sales person to stand back and see the big picture," Apollo writes.

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