The secrets of great sales management : advanced strategies for maximizing performance / Robert A. Simpkins.

ISBN:

9780814428092

9780814472385

Title:

The secrets of great sales management : advanced strategies for maximizing performance / Robert A. Simpkins.

Author:

Simpkins, Robert A., 1945-

Personal Author:

Simpkins, Robert A., 1945-

Publication Information:

Physical Description:

1 online resource (xii, 212 pages)

General Note:

Includes index.

Contents:

The changing world of sales management -- Planning for today and tomorrow -- Crafting the professional sales force -- Finding the sales team talent -- Strengthening the sales team -- Compensation programs that drive superior performance -- Now lead : measuring and managing performance -- Coaching and counseling -- Looking towards the future.

Local Note:

eBooks on EBSCOhost

Subject Term:

Sales management.

Sales personnel -- Training of.

Format:

Electronic Resources

Electronic Access:

Click here to view

Publication Date:

2004

Publication Information:

Available:*

Shelf Number	Material Type	Copy	Shelf Location	Status
658.81 22	1:E-BOOK	1	1:ONLINE	Searching... Unknown

Bound With These Titles

On Order

Summary

"Fortune teller. Psychologist. Financial analyst. These are just a few of the roles sales managers must play while making sure the sales team has what it needs to close deals. In an economic landscape where business strategies shift almost daily, it's all a sales manager can do to keep abreast of new developments. "The Secrets of Great Sales Management "shows sales managers how to work in concert with changing corporate goals without sacrificing the exceptional results they were hired to achieve.

This powerful book gives readers practical strategies to:

* clarify short-, medium-, and long-term goals

* create and communicate team objectives

* establish new performance standards and measurements

* improve development and training initiatives

* build compensation plans that drive stated objectives

* create career development plans for team members

By helping sales managers build stronger connections between front-line strategies and boardroom expectations, "The Secrets of Great Sales Management" will help readers ensure both organizational and individual success."

Author Notes

Robert A. Simpkins is cofounder and president of Global Crosswinds, L.L.C.

Acknowledgments	p. xi
Introduction	p. 1
I. Planning	p. 7
Chapter 1 The Changing World of Sales Management	p. 9
What's Expected of You?	p. 14
Knowing the Business Realities: Situational Analysis	p. 16
Customer Values Benchmarking	p. 20
Developing Critical Objectives	p. 22
Chapter 2 Planning for Today and Tomorrow	p. 27
The Value of Planning	p. 29
A Snapshot of Today	p. 30
Scenario and Simulation Planning	p. 38
Determining Prioritized Corporate Objectives	p. 41
Clarifying Short-Term, Intermediate, and Long-Term Goals	p. 43
Creating Directional Statements for Your Sales Team	p. 46
Determining Resource Requirements and Availability	p. 48
Chapter 3 Crafting the Professional Sales Force	p. 53
Setting Out Your Goals	p. 55
Establishing Performance Objectives and Measurements	p. 56
Raising the Bar for Existing Sales Team Members	p. 65
Using the New Performance Standards to Hire	p. 66
II. Preparing	p. 69
Chapter 4 Finding the Talent	p. 71
Recruiting and Hiring Practices	p. 73
How to Recruit	p. 79
Interviewing "Best Practices"	p. 80
Understanding the Legal and Ethical Ramifications of Recruiting and Hiring	p. 86
Chapter 5 Strengthening the Sales Team	p. 91
The Strong Grow Stronger	p. 93
Linking Organizational Processes	p. 94
Selecting and Implementing Critical Technologies	p. 95
Understanding Evolving Technologies and Software	p. 96
Using Technology as a Point of Differentiation	p. 102
Effective Development and Training Initiatives	p. 103
Determining Strengths and Weaknesses of Individual Sales Team Members	p. 104
Creating Individualized Plans for Growth	p. 105
Getting the Sales Professional's "Buy-In"	p. 107
Chapter 6 Compensation Programs That Drive Superior Performance	p. 111
Sales Force Compensation	p. 113
Making Sure Your Compensation Plan Drives the Desired Objectives	p. 116
Weighing Compensation Plan Variations	p. 119
Watching for Negative Results	p. 123
Fine-Tuning the Plan	p. 126
Making the Plan Fair for Everyone	p. 128
III. Producing	p. 131
Chapter 7 Now Lead: Measuring and Managing Performance	p. 133
Sales Forecasting	p. 135
Performance Evaluations	p. 136
Understanding Changes in the Territories and the Marketplace That Impact Performance	p. 143
Recognizing Individual Challenges	p. 153
Identifying All Contributors to a Forecast	p. 154
Communicating the Results to Senior Management	p. 155
Chapter 8 Coaching and Counseling	p. 159
The Art of Coaching	p. 161
Coaching Skills to Improve Performance	p. 163
The Ride-Along or Co-Calling Coaching Session	p. 164
The Office Coaching Session	p. 168
Creating a Motivational Environment	p. 173
Dealing with the Difficult Times	p. 176
Counseling the Problem Team Member	p. 177
Managing Dismissals Intelligently	p. 178
Legal Considerations	p. 179
Chapter 9 Looking Toward the Future	p. 181
Creating Career Development Plans for Your Sales Team Members	p. 184
Matching the Plan to Goals	p. 184
Preparing for Turnover	p. 188
Succession and Legacy Planning	p. 189
Wearing the Mantle of Leadership	p. 191
Conclusion	p. 197
A Leadership Growth Plan	p. 201
A Checklist for Success	p. 203
Index	p. 207

Available:*

Bound With These Titles

On Order

Summary

Summary

Author Notes

Table of Contents