Sales Management

Sales Management

Sales Management

Sales Management


The job of the sales manager is to recruit, manage, and motivate a top team of high-performing sales professionals. This book shows you how to do it.

World-renowned sales expert Brian Tracy has spent decades studying what sets the most successful sales managers and professionals apart from the rest--and now in this pocket-sized guide, he distills these simple but powerful strategies. Readers will discover the six key characteristics of a winning sales team and learn how to:

  • Select and recruit sales champions
  • Start them off on the right foot
  • Establish clear objectives
  • Determine a sales plan
  • Inspire singleness of purpose
  • Demonstrate respect and appreciation
  • Motivate people with the right incentives
  • Boost their self-concept to boost revenue
  • Develop winners through continuous coaching and training
  • Brainstorm sales solutions
  • Measure results
  • Conduct game-changing performance reviews
  • Discipline effectively
  • De-hire poor performers
  • Lead by example

A compact but essential resource, Sales Management will help readers increase the effectiveness of their sales force, improve their bottom line, and advance their own career and satisfaction in the process.


When Ibm ran into financial trouble the early 1990s, the company brought in a new president, Lou Gerstner. He immediately called in his friends from McKinsey & Company, one of the largest and most respected management consultancies in the world. He asked them to use their investigative skills to determine why ibm sales, market share, and profits were falling. They immediately went to work.

In less than six months, the consultants were back. They assembled the senior executives and told them, “We have found your problem.”

They asked, “What is it?”

The McKinsey consultants replied, “Low sales.”

The executives agreed that this was the problem and then asked, “What is the solution?”

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