February 2009
Intermediate to advanced
224 pages
6h 17m
English
book
More ProActive Sales Management: Avoid the Mistakes Even Great Sales Managers Make—and Get Extraordinary Results
by William Skip Miller
Content preview from More ProActive Sales Management: Avoid the Mistakes Even Great Sales Managers Make—and Get Extraordinary Results
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1
PART ONE
INTERNAL TEAM DECISIONS
“
If I had my life to live over . . . I’d dare to
make more mistakes next time.
”
—NADINE STA IR
Coaching, counseling, motivation, and team building are the building blocks
for the people side of your job. Ironically, you took the job to help others, and
then you find yourself needing help and wondering:
“
Why don’t they do as I say?
”
“
Are they stupid?
”
“
How could he make a decision like that?
”
“
I give my children less instruction and
get better results.
”
Sound familiar? The next six chapters explain some of the team decisions
sales managers have made that have given them pause, spun their heads
around, and made them wish the ...