1. Effective sales management is crucial for driving results and requires setting clear expectations, holding people accountable, and providing consistent feedback. 2. Setting clear expectations involves identifying top sales talent, establishing simple and effective sales tools like activity reports and sales plans, and clarifying sales systems for accountability. 3. Holding people accountable is achieved through regular sales meetings, mystery shops, coaching, and audits using the sales systems. Managing conflict, delegating effectively, and coaching time management are also important. 4. Providing consistent candid feedback involves annual reviews, goal-setting, monthly 1:1 meetings, and following guidelines for constructive feedback that is specific, timely, and seeks understanding.

1. Creating a Sales Culture through Sales Management Presented By: Tera Gordon, Sales Director

8. Effective Sales Behavior Patterns