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!
- ISBN10 0814410901
- ISBN13 9780814410905
- Publish Date 1 February 2009
- Publish Status Out of Print
- Out of Print 16 March 2012
- Publish Country US
- Publisher HarperCollins Focus
- Imprint Amacom
- Format Hardcover
- Pages 224
- Language English