ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game: How to Stay Ahead of the Game Without Working Like a Dog

by William "Skip" Miller

"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."

Genres: Business, Professional Development, Nonfiction

256 pages, Kindle Edition

First published January 8, 2001

About the author

WILLIAM "SKIP" MILLER is president of M3 Learning, a sales development company. He is the author of ProActive Selling and ProActive Sales Management.

Reviews

[Mivas]

Pilna įdomių ir pritaikomų minčių. Skirta išimtinai pardavimų vadovams, bet gerų idėjų galima rasti ir eiliniams pardavėjams. Tik jau toks silpnas vertimas ir korektūra, kad baisu. Ilgai ir sunkiai skaičiau.

[George Davidson]

Great Sales Management book!

[Rafael]

First book on sales management that I ever read. And one of the best.

[Filip Karwala]

One of the best sales management books. Hand on and practical for anyone who manages sales people.

[Dave]

A client is looking for tips on sales management. This is a strong book for people in technical sales organizations. Highly recommended