More ProActive Sales Management: Avoid the Mistakes Even Great Sales Managers Make – And Get Extraordinary Results by William "Skip" Miller
AMACOM | February 18, 2009 | 0814410901 | 224 pages | 2,3Mb
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 people. Packed with specific, field-tested techniques, this helpful guide focuses on the five primary areas in which mistakes occur: internal team decisions, upward 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
This book shows sales managers at every level how to manage for great results!