Pierre Laboisse, Executive Vice President of Global Sales and Marketing, member of the Executive Management Team at ams OSRAM.
Entrepreneurs are intimately familiar with all aspects of their business. They know where the revenue is coming from at all times, they understand the health of their business, they see the big picture and how it fits with their overall business strategy and they have deep insights to their customers.
To best manage and lead, salespeople need to think of the company they work for the same way. They need to see it as their own business and know the details inside and out. When customers ask a question, you should be quick with an answer. Like an entrepreneur, you should be able to anticipate the changing needs of your customers and be able to discuss the crucial points quickly. This shows you care and are engaged in your customers’ success.
Once you dive deep into all…