Fundamentals of Sales Management for the Newly Appointed Sales Manager

Fundamentals of Sales Management for the Newly Appointed Sales Manager

Fundamentals of Sales Management for the Newly Appointed Sales Manager

Fundamentals of Sales Management for the Newly Appointed Sales Manager

Synopsis

Making the leap into sales management means meeting a whole new set of challenges. As a manager, you're going to have to quickly develop the skills that allow you to build and supervise a sales team, communicate effectively, set goals, be a mentor, and much, much more. Now that you've been handed these unfamiliar responsibilities, you're going to have to think on your feet - or face the possibility of not living up to expectations. Easy-to-understand and filled with realistic examples and immediately usable strategies, Fundamentals of Sales Management for the Newly Appointed Sales Manager helps you understand what it takes to be a great sales manager, allowing you to avoid many of the common first-time sales management mistakes, and be successful right out of the gate. Dispensing with dry theory, the book helps you understand your new role in the organization, and how to thrive simultaneously as both a member of the management team, and as a team leader. You'll learn how to: - Make a smooth transition into management. - Build a superior, high-functioning sales team. - Set objectives and plan performance. - Delegate responsibilities. - Recruit new employees. - Improve productivity and effectiveness. Based on the bestselling American Management Association seminar, the book supplies you with indispensable, need-to-know information on communicating with your team, your bosses, your peers, and your customers; developing a sales plan and understanding the relationship between corporate, department, and individual plans; applying crucial time management skills to your new role; managing a sales territory; interviewing and hiring the right people; building a motivational environment; compensating your people; and understanding the differencebetween training, coaching, and counseling-and knowing how to excel at each. You can't make the leap into sales management successfully without the proper tools and information under your belt. Fundamentals of Sales Management for the Newly Appointed Sales Manager gives you everything you need to win the respect of your peers and colleagues, and immediately excel at your challenging new responsibilities.

Excerpt

Congratulations! You have joined the ranks of sales management. This may even be your first experience as a manager. The good news is that you are not alone. Many resources like this book exist to learn from and help support your growth as a manager and a leader. You have climbed the sales ladder, have cultivated your skills, and are ready for a new challenge.

You can probably imagine that transitioning into management is very natural for some and more like charting unknown territory for others. You have a whole new set of responsibilities, and at the same time, the expectations others have of you have completely changed. In fact, these new demands come from both your sales team and your management team. This chapter will walk you through some of the core issues and hopefully provide you with some comfort knowing that (1) many have been here before, and (2) success is well within your reach.

GOING FROM “SELLING” TO “MANAGING”

While it is likely that you came from the world of selling, it is not a requirement. Sales managers typically choose management them-

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