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It doesn't automatically follow that a great salesperson will make an equally great sales manager, yet a vast number of businesses promote their sales managers from within. Managing a sales team requires a different set of skills and strategies than other staff management roles and it is important for newly-appointed sales managers to adopt and utilise these from the outset.

Not every sale is a case of simply persuading a single potential client. When selling to larger organisations, salespeople may be faced with the challenge of pitching to two or more purchasing decision-makers.

Whilst some people have to be taught the rules of the road and only get to the top of their game after several years of on-the-job experience, others seem to be gifted with a natural flair and aptitude for their role.

Whether you relish the challenge or find them a little nerve-wracking, negotiations are a fundamental aspect of business life. Not everyone is a natural born negotiator, but the good news is that negotiation skills can be learned and improved.