ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game

by William "Skip" Miller

As the president of a major sales company and experienced sales management trainer, author William Miller provides sales managers a proven method for successfully managing both sales processes and salespeople.

Packed with specific, field-tested techniques, ProActive Sales Management teaches you how

motivate a sales team;get your 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 percent accuracy;and take A players to A+ levels.Today’s sales managers have to be quicker than ever, being more proactive about hiring the best performers and retaining them while multitasking with managing complex sales processes in order to close more deals.

Filled with all new metrics and tactics for making the numbers in today’s sales environment, ProActive Sales Management is an invaluable resource for this brand of highly in-demand leaders.

Genres: Business, Professional Development, Nonfiction

254 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 · Rating 3 out of 5]

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 · Rating 5 out of 5]

Great Sales Management book!

[Rafael · Rating 5 out of 5]

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

[Filip Karwala · Rating 5 out of 5]

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

[Dave · Rating 4 out of 5]

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