Don't wait for your salespeople to fail before coaching them on the skills they need to succeed, writes Kevin Davis. Among his other suggestions for improving your sales management are to spend most of your time on nurturing salespeople who have potential and to help your sales team understand how customers make their buying decisions. "You can have a huge impact on sales effectiveness if you teach your [salespeople] how to link the steps of their sales process to the steps of the customer buying process," he writes.

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