You've probably seen umpteen lists of ways to increase a sales team's performance. Trust me, I know. I have probably written a half dozen of those myself.
But the more I work with sales teams, the more I've realized that what a sales manager needs is not another list of productivity tips and tricks, but an integrated process for increasing their sales team's productivity. This is particularly true for media sales, where custom solutions can require more involved sales funnels. Here's the process I've developed and implemented with success.
