Book description
Learn everything you need to know to be a top sales manager! Sales management has changed dramatically in the past decade. With increasing globalization and many companies adding more virtual workers, the task of managing these diverse sales teams has become increasingly complicated. In a connected and evolving world it is hard to offer a definitive guide, but this book strives to sketch out a blueprint for managing performance in a changing sales landscape. Each chapter is written by a sales professional and thought leader, many with experience as both a salesperson and as a sales manager. Learn from their experience and utilize the action plans at the end of each chapter to grow into a better leader for your team, whether they are down the hall or across the world. · Use action plans to broaden your understanding and improve your sales management skills. · Learn best practices in sales management from hiring the best candidates to managing their performance. · Learn how to develop and maintain a strong sales team with a global or virtual workforce. This book is an excellent resource for new sales managers or experienced sales managers who are looking to understand and adapt to a more connected and complicated world.Table of contents
- Cover
- Title Page
- Copyright
- Contents
- Introduction
- Chapter 1: Producing Performance–Terrence Donahue
- Chapter 2: Coaching for Performance–Leonard Cochran
- Chapter 3: Improving the Sales Call–Leo Tilley
- Chapter 4: Managing the Sales Team Pipeline–Steve Gielda
- Chapter 5: Selling Across Cultures–Anup Soans and Joshua Soans
- Chapter 6: Managing Global Sales Teams–Claude Chadillon
- Chapter 7: The Sales Manager’s Role in Training–Sandy Stricker
- Chapter 8: Leveraging Your EQ for Sales Effectiveness–Lou Russell
- Chapter 9: The Hiring Dilemma: Advice for Sales Leaders–Joseph Anzalone
- Chapter 10: Strategic Storytelling for Sales Managers–Alfredo Castro
- Chapter 11: Social Media Marketing For Sales Managers–Glenn Raines
- Chapter 12: Successfully Leading Virtual Teams–Renie McClay
- Appendix: Sales Manager Skills Assessment–Ken Phillips
Product information
- Title: The Art of Modern Sales Management: Driving Performance in a Connected World
- Author(s):
- Release date: February 2014
- Publisher(s): Association for Talent Development
- ISBN: 9781607283973
You might also like
book
Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline
The proven system for rapid B2B sales growth from the coauthor of Predictable Revenue, the breakout …
book
Success in Selling: Developing a World-Class Sales Ecosystem
Success in Selling: Developing a World-Class Sales Ecosystem presents timely research on key trends reshaping today’s …
book
The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale
The three conversations B2B sale pros must have with customers to control every step of long …
book
Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price, 4th Edition
The global, go-to guide that started the Value Selling Revolution—now updated for today’s market “Value” is …