ProActive sales management : how to lead, motivate, and stay ahead of the game / William "Skip" Miller.

ISBN:

9780814425565

9780814405451

Title:

ProActive sales management : how to lead, motivate, and stay ahead of the game / William "Skip" Miller.

Author:

Miller, William, 1955-

Personal Author:

Miller, William, 1955-

Publication Information:

New York : AMACOM, 2001.

Physical Description:

1 online resource (xvi, 239 pages)

Contents:

ProActive Sales Manager--Defining the New Breed of Sales Manager Sales Cultures and the Ability to Communicate Them Manage the Right Things--Time and People Finding and Recruiting the Best Sales Team Corrective Action ProActive Management Skills If You Can't Measure It, Why Do It? Territory Planning, Compensation, and Rewards Sales Meetings Create the ProActive Action Plan

Local Note:

eBooks on EBSCOhost

Subject Term:

Sales management.

Format:

Electronic Resources

Electronic Access:

Click here to view

Publication Date:

2001

Publication Information:

New York : AMACOM, 2001.

Available:*

Shelf Number	Material Type	Copy	Shelf Location	Status
658.81 21	1:E-BOOK	1	1:ONLINE	Searching... Unknown

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Summary

"All sales managers work like crazy, but few are true managers. That's because they tend to fall back on the skills that made them great at sales...instead of adopting the new skills that will make them great managers.

This essential book, which speaks their language, will turn them into management pros. It teaches 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:

* Regain control of their time

* Create a proactive sales culture

* Motivate a sales team

* Manage to simple yet powerful metrics

* Weed out failures quickly

* Effectively coach and counsel up and down the sales organization

* Measure not to revenue, but to the things that create revenue

* Reduce reports to one sheet of paper and 10 minutes a week

* Forecast more confidently

* Manage the sales organization the way it should be managed."