Sales Management For Dummies

Part V

Now You’re Managing

© John Wiley & Sons, Inc.

For more on handling the harder aspects of your job, go to www.dummies.com/extras/salesmanagement.

In this part …

Understand how to professionally critique a salesperson’s performance without destroying his confidence.

Create an environment in your sales department where everyone can win.

Figure out when to say goodbye and make the hard decision to terminate a salesperson. There’s not only a best way to handle it, but also a best time.

Discover the three types of salespeople in every organization and how to manage each.

Understand and accept the idea of building yourself out of a job and how it is crucial to grow your organization.