September 2007
Intermediate to advanced
240 pages
4h 45m
English
Overview
Today’s sales managers face a tough challenge. They must be more productive than ever while relying more on partners and technology with reduced resources in the field. And with fewer, larger customers, every decision becomes more important -- and riskier.
The Sales Manager’s Success Manual
provides the critical information sales managers need to succeed in this increasingly difficult job.
Covering fundamental sales management topics including compensation, forecasting, and motivation, along with more advanced topics such as dealing with internal politics, understanding generational issues, managing up, and developing intuition, the book shows readers how to:
* hire the best sales force * foresee potential surprises * help reps make better decisions * save time and resources * target accurately for better results * work with the CEO and the rest of the company
Packed with savvy advice, enlightening case studies, and no-nonsense know-how, The Sales Manager’s Success Manual is a one-of-a-kind book no sales manager should be without.
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