Ever wonder why sales management is so easy for some and a struggle for everyone else?  Could it be their mastery of the basic steps to sales management?

In this article we will explore 3 basic and simple steps to hiring, setting expectations and then managing sales people.  These can be inside or outside sales people.  They can be salaried or commission only.  It really doesn't matter as these steps apply to all types of sales people and all types of sales plans.

Most of you may know the concept of management by exception.  This is where a business will look for the exceptions to their business rules and manage the problems that arise rather than micromanage the day to day operations. 

This type of management style is best used with fully trained staff, proven business practices in place and an overall smooth operation.  Management by exception allows the focus to be on any problems that come up or things that don’t fit the day-to-day normal operation of the business.

I propose that you take a similar approach to sales and look for the exceptions in their business operations and focus your proposed solutions on these exceptions.  Let these exceptions be your guide to sales success.  Focus on the exceptions and keep the focus off of price.