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 ac create a proactive sales culture ac motivate a sales team ac use simple yet powerful metrics ac weed out failures quickly ac coach and counsel up and down the sales organization ac reduce reports to one sheet of paper and 10 minutes a week ac forecast more confidently This book shows sales managers at every level how to manage for great results!If we do close an account early, how long does it take to get the second, larger sale? Should we have ... Time and time again, the managers I speak with are very hesitant to break away from an annual metric and pay system. Time and time anbsp;...
|Title||:||More ProActive Sales Management|
|Author||:||William "Skip" MILLER|
|Publisher||:||AMACOM Div American Mgmt Assn - 2009-02-18|