ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game - 2nd Edition

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Author(s):William "Skip" Miller
Publisher:AMACOM
Date:July 15,2009(2nd Edition)
Language:English
Pages:240
File Type:PDF
File Size:1.33 MB
ISBN 10:0814414567
ISBN 13:9780814414569
Few sales managers are true managers, often falling back on the skills that made them great at sales. This essential book, now updated with strategies in line with the changes in sales since the book's original publication, provides readers with a proven method for managing the sales process, as well as the salespeople. This title is packed with specific, field-tested techniques. Packed with all new metrics and tactics for making the numbers in today's competitive sales environment, this is an important resource no sales manager should be without.
Book Description
Today’s sales managers have to be quicker than ever, being more proactive about hiring the best performers and retaining them, multi-tasking, and managing complex sales processes in order to close more and more deals. This book provides readers with a proven method for managing the sales process as well as the salespeople. Packed with specific, field-tested techniques, ProActive Sales Management shows sales managers how to:
• motivate a sales team
• get their sales team to prospect and qualify
• create a proactive sales culture
• effectively coach and counsel up and down the sales organization
• reduce reports to one sheet of paper and 10 minutes a week
• forecast with up to 90% accuracy
• take A players to A+ levels
Packed with all new metrics and tactics for making the numbers in today’s sales environment, this is an important resource no sales manager should be without.
From the Back Cover
If you’re working harder and longer year after year to squeeze out your numbers, it’s time to do things differently. Instead of merely reacting to your permanently ringing cell phone, last-minute customer requests, and steady stream of employees who plop down by your desk to discuss their “issues,” it’s time to take control and become a proactive sales manager—one who effectively manages the limited resources of time and energy and leads the sales department with a clear, future-focused plan.
ProActive Sales Management is your one-stop guide to completely rethinking and rebuilding your sales department for success. From what questions to ask during an interview…how to conduct a sales meeting…how to motivate your sales team…to what metrics you should use, this all-in-one resource walks you step by step through every key area of responsibility, explaining how to use proactive strategies to do more, better and faster—and avoid common mistakes that derail your competitors.
Whether you’ve recently joined the management ranks from a frontline sales position, or you’re a long-time pro at organizing sales teams, the powerful strategies and original tools in ProActive Sales Management help you escape the time-draining and energy-sapping reactive mode and lead your organization to new heights of productivity and success—proactively!