July 2009
Intermediate to advanced
256 pages
5h 30m
English
Content preview from ProActive Sales Management, 2nd Edition
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Contents
Chapter 1 ProActive Sales Manager—Defining the New Breed of Sales Manager
What Is the Actual Role of the Sales Manager?
What Makes a Successful Salesperson?
What Makes a Successful Sales Manager?
What Are the Similarities Between the Two Skills?
What Tasks Does the Sales Manager Perform on a Day-to-Day Basis?
What Expectations Are Placed on the Sales Manager?
Manage the Process, Not Just the People
The First Tool—Think Three to Six Months into the Future
The Third Tool—Develop Objectives—M2O/t
The Fifth Tool—Have Your People Effectively Manage Themselves
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