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 ...
This book is your one-stop guide to managing an existing or start-up sales force to succeed in every area of sales—from prospecting to closing.
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.
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.
Fundamentals of Sales Management for the Newly Appointed Sales Manager helps you understand what it takes to be a great sales manager, allowing you to avoid many of the common first-time sales management mistakes, and be successful right ...
This is a core textbook that provides a practical and comprehensive introduction to selling and sales management.
The purpose of this book is to provide a practical guide to sales management through the analysis of its key components: route to market, sales strategy, key performance indicators, organizational models, sales force management, customer ...
Updated throughout with new vignettes, boxes, cases, and more, this classic text blends the most recent sales management research with real-life "best practices" of leading sales organizations.
Upon closer examination, Matheson and Brown recognized that Alex Hanson, the sales rep who sold Accent products in Territories #60 and #61, was not focusing enough of his time building and maintaining relationships in West Toronto.
Praise for SALES MANAGEMENT SUCCESS "This is the first book in decades that offers a complete set of practical plans, templates, and checklists for hiring, training, coaching, and counseling salespeople and leading them to peak performance.