Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies to find the answer - and it's one that may surprise you.
Sales trainer extraordinaire Brian Tracy has spent years studying the world’s best salespeople and their methods to discover that the difference between the top 20 and the bottom 80 boils down to only a handful of critical areas in which ...
In this no-nonsense book, sales expert and Harvard Business School professor Frank Cespedes provides sales managers and executives with the tools they need to separate the signal from the noise.
This book is invaluable because it reveals the manageable activities that actually drive sales results.” —John Davis, Vice President, St. Jude Medical “Cracking the Sales Management Code is one of the most important resources ...
Packed with all new metrics and tactics for making the numbers in today’s sales environment, ProActive Sales Management is an invaluable resource for this brand of highly in-demand leaders.
First, iden- tify the primary internal motivators of your team members. Second, lay the foundation for an environment that brings out the best in them. Identifying Motivators Of course, various instruments exist that seek to identify ...
Step-by-step, the book provides detailed guidance to the practicalities of organization and management, including selection, training, motivation, communication and control.
This book will provide a deeper understanding and practical answers for the problems all sales managers and officers face each day.
Wendy Connick, 'Why Lead Generation is Critical to the Sales Process' (December 8, 2018), ... used artificial intelligence to increase New York sales leads by 2,930%,' Harvard Business Review (Digital Articles) (May 30, 2017), pp. 2–5.
Sales Management offers a global perspective on the opportunities and issues facing today's sales managers.