The Sales Management Toolbox: The Professional Sales Manager Coach

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9781892399861: The Sales Management Toolbox: The Professional Sales Manager Coach



The Sales Management Toolbox teaches management skills and methods to lead your sales team to success! Management training helps sales managers realize they are the key to their own success. Because many managers rarely receive any formal training subsequent to assuming their position, this book explores techniques that will assist them in effectively directing the activities of their sales team. Specifics covered include goal setting, basic and reinforcement training methods, time management and planning. Material incorporates techniques to overcome the prime consideration of managers who still must maintain personal sales activities while leading a sales team.

You will discover a whole range of practical ideas to build and improve the performance of your sales team. This book is designed to help you transition into the position of sales manager, and if you are already in the position, it will provide you a whole range of ideas on how to improve performance in every aspect of leadership and management.

You Will Learn How to:

· Develop a Strategic Plan Toward Success

· Manage Production Efforts for your Entire Team

· Recruit a Sales Team that will Stay With You

· Manage an Office Effectively

· Provide Enlightened Leadership

· Develop Goals that Get Results

· Train your Team Effectively

· Use Awards and Recognition to Reach your Goals

Here's what readers are saying about The Sales Management Toolbox:

* I was one of the top-performing sales people at my company. Eventually, I was selected for a role as sales manager. It's a hard transition to make...Rich D., Philadelphia, PA

* The Sales Management Toolbox showed me how to become the boss and overcome the feelings associated with being in charge of people I had previously worked with...Jim B., Winter Garden, FL

* Everything from interviewing skills to recognizing results. Great read!...Michael P., Rochester, NY

* I found the section on formulating incentive programs very useful...Bill M., Boston, MA

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About the Author:

William G. Fitzpatrick retired from the United States Army after 24 years in 1984. His sales experience includes over 17 years as an Army recruiter, supervisor and trainer. During his tenure, Fitzpatrick personally recruited thousands of men and women for the Army during some of the most difficult periods in history; the introduction of the volunteer force and the Vietnam war era. He served as a sales manager at all levels within the organization leading various teams numbering from 2 to over 1500 recruiters and supporting staff. He led the Portland, Oregon district (28 offices) from 37th place (of 50) to 1st place, and the Los Angeles District (56 offices) from 40th place to number 5 in the Nation. He also served as the chief recruiter (Command Sergeant Major) for the region encompassing the 17 Southwestern states with over 300 offices producing 35,000 new members for the Army annually. That region also remained in first place (out of 6) during his tenure. He holds both an Associate and Bachelor of Arts degree from Columbia College in Business Administration and Sales Management. Since retirement, Fitzpatrick worked as an account representative selling electronic financial services to banks, and as a corporate recruiter selecting individuals for positions in life insurance sales. He has traveled extensively as a public relations executive, supervising a force of field public relations directors promoting a veterans service organization and assisting an affiliated life insurance organization with territory development. He has also worked as a the Director of Recruiting and Training for a major financial services company where he developed the basic agent training program and a full one week in-residence course for sales managers. He later moved on to the position of Regional Vice President supervising the sales efforts of almost 150 agents in 22 states and Europe. After leaving corporate America, Fitzpatrick founded Sales Motivation Solutions, a company devoted to helping business owners and sales teams improve their overall sales performance. He is the co-author of “Does Your Resume Wear Combat Boots” and “Does Your Resume Wear Blue Jeans”. Both books give solid tips on building a marketing plan for a career change using basic sales techniques to sell your skills to industry.

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