More ProActive Sales Management: Avoid the Mistakes Even Great Sales Managers Make - And Get Extraordinary Results
- ISBN-10
- 0814431828
- ISBN-13
- 9780814431825
- Category
- Business & Economics
- Pages
- 224
- Language
- English
- Published
- 2009-02
- Publisher
- AMACOM/American Management Association
- Author
- William "Skip" Miller
Description
Building on the concrete advice and practical, powerful strategies revealed in its predecessor, More ProActive Sales Management provides harried sales managers with a proven method for managing the sales process and their people. Packed with specific, field-tested techniques, this helpful guide focuses on the five primary areas in which mistakes occur: internal team decisions, upward decisions, sales decisions, infrastructure decisions, and decisions regarding the manager himself. Readers will learn how to: regain control of their time • create a proactive sales culture • motivate a sales team • use simple yet powerful metrics • weed out failures quickly • coach and counsel up and down the sales organization • reduce reports to one sheet of paper and 10 minutes a week • forecast more confidently This book shows sales managers at every level how to manage for great results!
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