Book description
Today’s sales managers have to be quicker than ever, being more proactive about hiring the best performers and retaining them, multi-tasking, and managing complex sales processes in order to close more and more deals. This book provides readers with 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: • motivate a sales team • get their sales team to prospect and qualify • create a proactive sales culture • effectively coach and counsel up and down the sales organization • reduce reports to one sheet of paper and 10 minutes a week • forecast with up to 90% accuracy • take A players to A+ levels Packed with all new metrics and tactics for making the numbers in today’s sales environment, this is an important resource no sales manager should be without.Table of contents
- Cover Page
- Title Page
- Copyright Page
- Contents
- Acknowledgments
- Preface
- Chapter 1 - ProActive Sales Manager—Defining the New Breed of Sales Manager
- Chapter 2 - Sales Cultures and the Ability to Communicate Them
- Chapter 3 - Manage the Right Things—Time and People
-
Chapter 4 - Finding and Recruiting the Best Sales Team
- How to Interview and Hire the Right Salesperson the First Time
- The Hiring Process
- Initial Homework
- Where to Find the Good Ones
- Prepare for the Interview
-
The Interview Process
- The A-B-C Interview Process
- The Twenty-Minute Interview Process
- A Simple but Effective Interview Process: Connect-Draw-Give-Close
- Interview—Sales Call
- Tools for the Sales Interview
- Who Closes Whom
- Characteristics of a Great Salesperson
- ProActive Reference Checks
- The Offer that Works
- The Subjective Interview: The Final Assessment
- Celebrate Success: Closing the Deal
- Chapter 5 - Corrective Action
-
Chapter 6 - ProActive Management Skills
- Coaching and Counseling: How to be a Master Communicator in any Organization
- Coaching and Counseling
- The Coaching/Counseling Wheel
- The Coaching Sales Call
- Coaching and Counseling your Boss Effectively
- Motivation—Know why People do what they do and be One Step Ahead
- Motivational Direction
- Using Technology to Communicate
- Chapter 7 - If you can't Measure it, why do It?
- Chapter 8 - Territory Planning, Compensation, and Rewards
- Chapter 9 - Sales Meetings
- Chapter 10 - Create the ProActive Action Plan
- Chapter 11 - The Technology of Sales
- Index
Product information
- Title: ProActive Sales Management, 2nd Edition
- Author(s):
- Release date: July 2009
- Publisher(s): AMACOM
- ISBN: 9780814414576
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