You are previewing From Selling to Managing.
O'Reilly logo
From Selling to Managing

Book Description

The sudden transformation from player to coach is a dramatic one, and managers are usually expected to make the transition under their own steam. This dilemma is faced by many high-powered salespeople. A compact primer on making the difficult move from a narrow independent workstyle to a host of diverse responsibilities, this guidebook is written in a quick-grasp, conversational style perfect for the new sales manager. In clear, simple terms it shows how to: * Plan sales force operations efficiently * Implement the plan * Appraise the sales force and operations * Control operations * Communicate up and down in the organization * Recruit and maintain the sales force From Selling to Managing gives the newly appointed manager everything he or she needs to be a success -- again.