Proactive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game - Hardcover

Miller, William "Skip"

Hardcover

ISBN 10: 0814405452 ISBN 13: 9780814405451

Publisher: Amacom Books, 2001

Synopsis

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+ levelsPacked 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.

About this title

Book Description:

"All sales managers work like crazy, but few are true managers. That's because they tend to fall back on the skills that made them great at sales...instead of adopting the new skills that will make them great managers.

This essential book, which speaks their language, will turn them into management pros. It teaches 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:

* Regain control of their time

* Create a proactive sales culture

* Motivate a sales team

* Manage to simple yet powerful metrics

* Weed out failures quickly

* Effectively coach and counsel up and down the sales organization

* Measure not to revenue, but to the things that create revenue

* Reduce reports to one sheet of paper and 10 minutes a week

* Forecast more confidently

* Manage the sales organization the way it should be managed."

From the Inside Flap:

Are you so pressured to make your numbers each quarter that you rarely think about the future of your organization? Do you spend a significant chunk of your time fielding requests from your weakest performers? Is there a steady flow of top talent OUT of your sales office?

If the answer is “yes,” you’re probably a reactive sales manager, ensnared in a daily barrage of messages, demands, and emergencies. But truly successful sales managers aren’t stuck in reactive mode. They’re proactive, with clear-cut goals, measures, strategies, and follow-through. They have their eye on the future, and they know how to get there.

ProActive Sales Management will completely transform the way you and your sales team work. This updated edition of the sales manager’s success manual is packed with hard-won insights into how to efficiently and effectively manage both the big-picture strategic decisions of your department and the day-to-day tactical operations, including hiring, motivating, forecasting, measuring, and performing sales reviews. Written by an experienced sales manager and seminar leader, and filled with original tools and useful examples and exercises, the book’s powerful, proactive approach helps you:

· Transition from making the sales to managing the sales team, and create a proactive culture where goals and objectives are clearly defined and communicated.

· Refocus your attention from the C players to the A players, turning them into A+ players who stay on board and drive revenue up.

· Break your addiction to phone calls, text messages, pagers, and other beeping devices, and devote thoughtful time to prioritizing and planning.

· Measure performance based on objective and subjective metrics that communicate exactly what you expect your salespeople to do and which skills they need to master.

· Hire the right person the first time by using tactics such as reading résumés vertically for telltale clues and treating the interview like a selling situation to evaluate the candidate’s sales abilities.

· Deploy your sales team strategically, and design highly effective long-term and short-term compensation plans.

In today’s high-pressure, complex sales environments, it’s easy to get caught in a panic mode, always jumping from one emergency to another. ProActive Sales Management helps you take control of the sales process and consistently achieve your revenue goals—with no more lost time and wasted effort!

William “Skip” Miller is president of M3 Learning, a sales and management development company, and an instructor for numerous AMA sales management training programs. He is the author of ProActive Selling and More ProActive Sales Management, Ultimate Sales Tool Kit, and co-author of Knock Your Socks Off Prospecting. He lives in Los Gatos, California.

About this edition

• Publisher: Amacom Books
• Publication date: 2001
• ISBN 10: 0814405452
• ISBN 13: 9780814405451
• Binding: Hardcover
• Number of pages: 239