The Sales Executive Handbook: 8 Essential Elements of Sales Management

The Sales Executive Handbook focuses on how to build a sales organization. It offers a structured approach to managing your company’s sales function. This streamlined, integrated system can be implemented whether you envision having a small sales team of 1 to 5 sales representatives or a larger sales team. Sales management goes well beyond managing your salespeople. Effective sales management involves putting the right systems and processes in place to ensure your salespeople do the right things, at the right time, to generate the right results. It depends on creating and communicating a sales strategy that supports achievement of your overall company strategy. An effective sales executive also puts tools in place — territory plans and reviews, a customer relationship management (CRM) system, and proposal templates and training programs — to help the sales team achieve its goals. By reading The Sales Executive Handbook, you’ll learn the eight essential elements needed to build and manage a sales organization that helps your reps sell effectively and efficiently to your market and drive revenue. The eight elements are pieces of a dynamic puzzle. All of the pieces need to fit together, but the shapes change as the competitive environment changes. The book is divided into eight sections, with one section for each element. Each element starts with a short overview followed by an example highlighting the importance of addressing that element. These examples are based on companies I've worked with. If you're just getting started with building your sales organization, I recommend reading the entire book. If your sales organization is established, you may choose to focus on specific elements. This book is written so that you can refer to the elements of greatest interest to you.