Hit Your Numbers & Keep Your Job: A Practical Guide to Major Account Sales Management

A practical guide to leading sales teams to close new business and exceed revenue targets in large, major accounts where performance can make or break your business. Organized by topic, the book is essentially a cookbook that includes all of the processes needed to build high performance organizations. The book provides process descriptions, templates and practical advice on how to roll them out in your organization. All of these processes were developed and successfully battle tested by the author during his 25 year career in executive sales and general management.

Scott Parker has over 25 years in the management of technology companies in positions ranging from sales manager to CEO. The focus of his career has been on building revenue and high performing sales teams. He is currently with InSite Partners, a management consulting firm with a focus on helping companies build high performance management teams.