Many sales people believe they manage their own time and effort. In essence, the more successful salespeople will approach their market as if they are running their own small business. The more you understand about managing yourself, the more independent you can be. The more independent you are the more your company can expend resources in other places, and reward you for your efforts.
In many companies, sales personnel must plan their territory and propose their own budgets. This process is like running your own business.
Based on information in Chapter 15 and this type of company, what would you say makes professional sales like running your own business?
Do you think planning your own time and territory approach is better, or do you think the company managers should plan and check all sales efforts?
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