To approach the overall sales leadership activities from a strategic perspective:

• Ensure that the sales department fully understands the relative importance and priority of its current account base and manages segments and prioritizes its efforts accordingly.
• Ensure that the department is focused on assertively establishing new client contacts and developing detailed information on the potential revenues from these accounts.
• Continually review the actual production of each account against the potential for that account. Continually review and upgrade the client base.
• Assign individual account responsibilities and targets with reference to the above points. Keep account responsibility under continual review.

To manage the daily sales activities of the people in the team:

• Set the financial and nonfinancial objectives for each member of the team and work with them to ensure these objectives are met.
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