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

by William "Skip" Miller

Today’s sales managers have to be quicker than ever, being more proactive about hiring the best performers and retaining them, multi-tasking, and managing complex sales processes in order to close more and more deals. This book provides readers with 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:• motivate a sales team• get their 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% accuracy• take A players to A+ levelsPacked with all new metrics and tactics for making the numbers in today’s sales environment, this is an important resource no sales manager should be without.

Genres: Business, Professional Development, Nonfiction

240 pages, Hardcover

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