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Achieving a Strategic Sales FocusContemporary Issues and Future Challenges$
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Kenneth Le Meunier-FitzHugh and Tony Douglas

Print publication date: 2016

Print ISBN-13: 9780198706632

Published to Oxford Scholarship Online: August 2016

DOI: 10.1093/acprof:oso/9780198706632.001.0001

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Strategic leadership in sales

Strategic leadership in sales

(p.84) 6 Strategic leadership in sales
Achieving a Strategic Sales Focus

Tony Douglas

Kenneth Le Meunier-FitzHugh

Oxford University Press

Sales leaders are being faced with developing new skills so that they can contribute strategically to the organization. Sales teams are required to make complex offers, understand what customers value, and provide market information. To create and manage a well-motivated, flexible sales team, sales leaders need to develop new competences and capabilities in leadership by providing the structure, focus, drive, and sales strategies required by the sales team to succeed. This chapter will uncover some critical sales leadership roles that have been found to directly relate to the effectiveness of sales in organizations, including managing internal communications, aligning activities across different sales teams, knowledge management, and networking with partner organizations to help develop the organizations’ customer orientation.

Keywords:   leadership, performance, lead generation, sales strategy, managing change, sales teams, competences and capabilities

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