Book description
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.
Table of contents
- Cover
- Title
- Contents
- Introduction
- 1 The Role of the Sales Manager
- 2 Build a Great Sales Team
- 3 Select Champions
- 4 Start Them Off Right
- 5 Manage by Sales Objectives
- 6 The Psychology of Sales Success
- 7 Practice the Performance Formula
- 8 Improve Your Leadership Style
- 9 Reward Sales Performance
- 10 Develop Winning Salespeople
- 11 Plan Sales Activities
- 12 Satisfy Salespeople’s Basic Needs
- 13 Keep Them Focused
- 14 Use the CANEI Method
- 15 Brainstorm for Sales Improvements
- 16 Discipline Salespeople Effectively
- 17 Let Your Poor Performers Go
- 18 Lead by Example
- 19 The Control Valve on Performance
- 20 Four Keys to Building Salespeople
- 21 Courage, the Vital Quality of Success
- Index
- About the Author
- Free Sample Excerpt from Unlimited Sales Success by Brian Tracy
- Copyright
Product information
- Title: Sales Management (The Brian Tracy Success Library)
- Author(s):
- Release date: July 2015
- Publisher(s): AMACOM
- ISBN: 9780814436301
You might also like
book
Sales Success (The Brian Tracy Success Library)
Eighty percent of all sales are made by just twenty percent of sales people. What’s surprising …
book
Business Strategy (The Brian Tracy Success Library)
Setting business strategy enables you to develop absolute clarity, establish priorities, organize resources and get better …
book
Marketing (The Brian Tracy Success Library)
The success or failure of your business depends on the success or failure of your marketing …
book
Management (The Brian Tracy Success Library)
The strength of any organization is determined by the quality of its managers. What they do …