| Description |
1 online resource (xvi, 239 pages) |
| Bibliography |
Includes bibliographical references and index. |
| Contents |
Chapter 1 ProActive Sales Manager--Defining the New Breed of Sales Manager 1 -- Chapter 2 Sales Cultures and the Ability to Communicate Them 25 -- Chapter 3 Manage the Right Things--Time and People 43 -- Chapter 4 Finding and Recruiting the Best Sales Team 65 -- Chapter 5 Corrective Action 129 -- Chapter 6 ProActive Management Skills 145 -- Chapter 7 If You Can't Measure It, Why Do It? 167 -- Chapter 8 Territory Planning, Compensation, and Rewards 189 -- Chapter 9 Sales Meetings 213 -- Chapter 10 Create the ProActive Action Plan 221. |
| Language |
English. |
| Summary |
Annotation All sales managers work like crazy, but few are true managers. That's because they tend to fall back on the skills that made them great at sales ... instead of adopting the new skills that will make them great managers. This essential book, which speaks their language, will turn them into management pros. It teaches a proven method for managing the sales process as well as the salespeople. Packed with specific, field-tested techniques, ProActive Sales Management shows sales managers how to: regain control of their time -- create a proactive sales culture -- motivate a sales team -- manage to simple yet powerful metrics -- weed out failures quickly -- effectively coach and counsel up and down the sales organization -- measure not to revenue, but to the things that create revenue -- reduce reports to one sheet of paper and 10 minutes a week -- forecast more confidently -- manage the sales organization the way it should be managed. |
| Subject |
Sales management.
|
|
Ventes -- Gestion. |
|
Sales management |
| Other Form: |
Print version: Miller, William, 1955- ProActive sales management. New York : AMACOM, 2001 0814405452 (DLC) 00045122 (OCoLC)44914193 |
| ISBN |
0814425569 (electronic bk.) |
|
9780814425565 (electronic bk.) |
|
0814405452 |
|
9780814405451 |
|
More Resources