Book description
Today’s sales managers face a tough challenge. They must be more productive than ever while relying more on partners and technology with reduced resources in the field. And with fewer, larger customers, every decision becomes more important -- and riskier.
The Sales Manager’s Success Manual
provides the critical information sales managers need to succeed in this increasingly difficult job.
Covering fundamental sales management topics including compensation, forecasting, and motivation, along with more advanced topics such as dealing with internal politics, understanding generational issues, managing up, and developing intuition, the book shows readers how to:
* hire the best sales force * foresee potential surprises * help reps make better decisions * save time and resources * target accurately for better results * work with the CEO and the rest of the company
Packed with savvy advice, enlightening case studies, and no-nonsense know-how, The Sales Manager’s Success Manual is a one-of-a-kind book no sales manager should be without.
Table of contents
- Copyright
- Preface
- Acknowledgments
-
I. Taking Your Team to Market
- 1. Going to Market: Leadership and Responsibility
- 2. The Sales Force
- 3. Sales Environment
- 4. Sales Control and Policies
- 5. Channels
- 6. Product/Market Match
- 7. Competition
- 8. The Customer
- 9. The Market
-
II. Personal Coaching
- 10. Facts-in-the-Future™
- 11. The Truth About Statistics, or Why You Need a BS (Bad Statistics) Filter
- 12. The Gullibility Factor
- 13. Intuition
- 14. How Much Information Is Enough?
- 15. Mind Games
- 16. Walk a Mile in the CFO’s Shoes
- 17. The Brain of a Sales Manager
- 18. Evolution in Sales Management
- 19. The CEO and Sales Force Success
- 20. Perception Sticks Like Glue
- 21. FAQs: Frequently Asked Questions
- Notes
-
Bibliography
- About the Author
Product information
- Title: The Sales Manager’s Success Manual
- Author(s):
- Release date: September 2007
- Publisher(s): AMACOM
- ISBN: None
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