More Proactive Sales Management: Avoid the Mistakes Even Great Sales Managers Make--and Get Extraordinary Results


Managing great sales is different than making great sales. This book shows readers how to avoid the most common mistakes of their trade, and shows sales managers at every level how to manage for great results. Building on the concrete advice and practical, powerful strategies revealed in its predecessor, More ProActive Sales Management provides harried sales managers with a proven method for managing the sales process and their peo ple. Packed with specific, field-tested techniques, this helpful guide focuses on the five primary areas in which mistakes occur: internal team decisions, up ward decisions, sales decisions, infrastructure decisions, and decisions regarding the manager himself. Readers will learn how to:
• regain control of their time
• create a proactive sales culture
• motivate a sales team
• use simple yet powerful metrics
• weed out failures quickly
• coach and counsel up and down the sales organization
• reduce reports to one sheet of paper and 10 minutes a week
• forecast more confidently

Additional information

Publisher: Place of publication:
  • New York
Publication year:
  • 2009


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