December 2003
Intermediate to advanced
300 pages
6h 14m
English
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CHAPTER FIFTEENSales Management System: Managers Managing Pipelines and Salespeople
The purpose of this chapter is threefold: (1) to help increase the performance and productivity of sales managers by introducing you to a sales management system, (2) to introduce you to forecasting methods and aids, and (3) to assist you with specific recommendations for getting started with the Solution Selling process.
First, it’s important to realize that outstanding individual sales performance doesn’t happen by chance. Although most world-class athletes are born with a lot of talent, that talent must be nurtured to reach its maximum potential. The same requirement applies to salespeople. There are very few natural-born superstar salespeople. Most of them ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.