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ProActive Sales Management, 2nd Edition by William Skip Miller

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Chapter 6

ProActive Management Skills

Coaching and Counseling: How to Be a Master Communicator in Any Organization

Great leaders are great communicators. How you communicate up, down, and sideways through an organization will determine in large part your success as a manager. There are a multitude of vehicles you can use to communicate effectively to the rest of the organization outside of the sales team.

Through memos, meetings, committees, quorums, e-mails, voice mails, and a host of other communication tools, you have many options to communicate effectively, beyond the sales team and throughout the organization.

To master the art of communicating down, we must add effective coaching and counseling to our sales manager's toolbox.

Coaching ...

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