More ProActive Sales Management
Avoid the Mistakes Even Great Sales Managers Make And Get Extraordinary Results
Published on 1. February 2009
Book
Hardback
224 pages
978-0-8144-1090-5 (ISBN)
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 peo ple. Packed with specific, field-tested techniques, this helpful guide focuses on the five primary areas in which mistakes occur: internal team decisions, up ward decisions, sales decisions, infrastructure decisions, and decisions regarding the manager himself.
This book shows sales managers at every level how to manage for great results!
This book shows sales managers at every level how to manage for great results!
More details
Language
English
Place of publication
New York
United States
Target group
Professional and scholarly
Illustrations
Illustrations
Dimensions
Height: 236 mm
Width: 162 mm
Thickness: 24 mm
Weight
500 gr
ISBN-13
978-0-8144-1090-5 (9780814410905)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Person
William "Skip" Miller is president of M3 Learning, a sales and management development company, and an instructor for numerous AMA sales management training programs. He is the author of ProActive Selling (978-0-8144-0764-6), ProActive Sales Management (978-0-8144-0545-1), and Ultimate Sales Tool Kit (978-0-8144-7400-6).
Content
<html> C O N T E N T S PREFACE ix ACKNOWLEDGMENTS xi INTRODUCTION xv P A R T 1: INTERNAL TEAM DECISIONS MISTAKE #1: We Are a Prospecting Machine! 3 MISTAKE #2: It's All About Luck 12 MISTAKE #3: Salespeople Are Self-Motivated 23 MISTAKE #4: I'll Focus on My B and C Players and Make Them Better 33 MISTAKE #5: Salespeople Are Motivated by Money 40 MISTAKE #6: I Am the Team Leader 48 P A R T 2: UPWARD DECISIONS MISTAKE #7: My Management Lets Me Do My Job 57 MISTAKE #8: I'm the Boss 61 MISTAKE #9: Things Are Always Tough at the End of the Quarter 68 MISTAKE #10: It's All About Revenue 77 P A R T 3: SALES DECISIONS MISTAKE #11: My Team Needs Me for This Important Deal 91 MISTAKE #12: Sell, Sell, Sell ... Right? 97 MISTAKE #13: I'll Show Them How to Do It 105 MISTAKE #14: I'm Superman 113 P A R T 4: INFRASTRUCTURE DECISIONS MISTAKE #15: It's Their Territory 121 MISTAKE #16: I Have a Sales Process ... I Think 128 MISTAKE #17: Metrics and Dashboards Are for Rookies 142 MISTAKE #18: Forecasting to 60 Percent Accuracy 154 MISTAKE #19: The Stack Ranking Behind Hire and Fire Decisions 168 P A R T 5: SELF DECISIONS MISTAKE #20: Culture? I Already Have One, Thanks 183 MISTAKE #21: The More I Work, the Better the Example 192 MISTAKE #22: I'm the Manager, Right? 200 EPILOGUE AND CALL TO ACTION 207 INDEX 209