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The Sales Manager's Success Manual

Author: Wayne M. Thomas

Publisher: AMACOM/American Management Association

Published: 2008

Total Pages: 0

ISBN-13: 9780814480502

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Today's sales managers face a tough challenge. They must be more productive than ever while relying more on partners and technology with reduced resources in the field. And with fewer, larger customers, every decision becomes more important--and riskier. The Sales Manager's Success Manual provides the critical information sales managers need to succeed in this increasingly difficult job. Covering fundamental sales management topics including compensation, forecasting, and motivation, along with more advanced topics such as dealing with internal politics, understanding generational issues, managing up, and developing intuition, the book shows readers how to: - hire the best sales force - foresee potential surprises - help reps make better decisions - save time and resources - target accurately for better results - work with the CEO and the rest of the company Packed with savvy advice, enlightening case studies, and no-nonsense know-how, The Sales Manager's Success Manual is a one-of-a-kind book no sales manager should be without.

Book Synopsis The Sales Manager's Success Manual by : Wayne M. Thomas

Download or read book The Sales Manager's Success Manual written by Wayne M. Thomas and published by AMACOM/American Management Association. This book was released on 2008 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Today's sales managers face a tough challenge. They must be more productive than ever while relying more on partners and technology with reduced resources in the field. And with fewer, larger customers, every decision becomes more important--and riskier. The Sales Manager's Success Manual provides the critical information sales managers need to succeed in this increasingly difficult job. Covering fundamental sales management topics including compensation, forecasting, and motivation, along with more advanced topics such as dealing with internal politics, understanding generational issues, managing up, and developing intuition, the book shows readers how to: - hire the best sales force - foresee potential surprises - help reps make better decisions - save time and resources - target accurately for better results - work with the CEO and the rest of the company Packed with savvy advice, enlightening case studies, and no-nonsense know-how, The Sales Manager's Success Manual is a one-of-a-kind book no sales manager should be without.

Sales Manager's Success Manual

Author:

Publisher:

Published: 2015-08-15

Total Pages:

ISBN-13: 9780985014728

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Tips and practices for successful sales management.

Book Synopsis Sales Manager's Success Manual by :

Download or read book Sales Manager's Success Manual written by and published by . This book was released on 2015-08-15 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Tips and practices for successful sales management.

7 Secrets to Successful Sales Management

Author: Jack D. Wilner

Publisher: CRC Press

Published: 1997-12-29

Total Pages: 250

ISBN-13: 9781574440881

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There are hundreds of books out there on sales, but 7 Secrets to Successful Sales Management is one of the few aimed directly at the most critical person in the sales organization: the sales manager. A practical, hands-on guide, the book presents an integrated approach to sales management and combines the author's experience with innovative strategies for motivating your sales force, recruiting quality sales people, and training new employees. Written by a grizzled veteran, the book reflects his success and allows you to learn from his mistakes. As Jack Wilner is fond of saying, "Nothing in this book is theoretical. It's all based on one thing and one thing only-what works!"

Book Synopsis 7 Secrets to Successful Sales Management by : Jack D. Wilner

Download or read book 7 Secrets to Successful Sales Management written by Jack D. Wilner and published by CRC Press. This book was released on 1997-12-29 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt: There are hundreds of books out there on sales, but 7 Secrets to Successful Sales Management is one of the few aimed directly at the most critical person in the sales organization: the sales manager. A practical, hands-on guide, the book presents an integrated approach to sales management and combines the author's experience with innovative strategies for motivating your sales force, recruiting quality sales people, and training new employees. Written by a grizzled veteran, the book reflects his success and allows you to learn from his mistakes. As Jack Wilner is fond of saying, "Nothing in this book is theoretical. It's all based on one thing and one thing only-what works!"

52 Sales Management Tips: The Sales Managers' Success Guide

Author: MR Steven Rosen

Publisher:

Published: 2012-11-14

Total Pages: 70

ISBN-13: 9780991754601

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"Overworked and under-supported front line sales managers are desperately looking for resources to improve their performance. This book was written for sales managers who understand the need to develop themselves. They have figured out that they must take charge of their own success."--P. [4] of Cover.

Book Synopsis 52 Sales Management Tips: The Sales Managers' Success Guide by : MR Steven Rosen

Download or read book 52 Sales Management Tips: The Sales Managers' Success Guide written by MR Steven Rosen and published by . This book was released on 2012-11-14 with total page 70 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Overworked and under-supported front line sales managers are desperately looking for resources to improve their performance. This book was written for sales managers who understand the need to develop themselves. They have figured out that they must take charge of their own success."--P. [4] of Cover.

Sales Management Success

Author: Warren Kurzrock

Publisher: John Wiley & Sons

Published: 2019-10-15

Total Pages: 207

ISBN-13: 1119575850

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The most up-to-date and proven strategies from the CEO of Porter Henry & Co., written exclusively for sales managers Sales Management Success: Optimizing Performance to Build a Powerful Sales Team contains a leading-edge training program that is filled with state-of-the-art approaches specifically designed for sales managers. Drawing on the author’s experience as the CEO of Porter Henry & Co. (the oldest sales-force training company in the world), Warren Kurzrock details the 8 most critical abilities and strategies in the sales manager's job. The Porter Henry process has proven to routinely help teams and individuals multiply their bottom-line results. While all major companies provide basic orientations for new sales managers, these sessions are usually focused on policy, procedure, product, and marketing information. Most companies spend huge amounts of money on sales training new employees but do little for sales manager development. Written for sales executives in an appealing, upbeat tone, the book is well-grounded in research and real-world experience, as well as proven ideas and tools. The 8 strategies are supported with illustrative examples and quotes from successful sales executives. This must-have book: Contains the most up-to-date strategies for sales executives Offers compelling real-world examples Includes the ideas and tools that can be put into action immediately Draws on the experience of the CEO of Porter Henry & Co. Reinforces the immediate application and learning with assessments, exercises, professional toolbox Sales Management Success: Optimizing Performance to Build a Powerful Sales Team offers a well-organized, real-world process for today's sales leader to meet the challenge of a most challenging, chaotic job.

Book Synopsis Sales Management Success by : Warren Kurzrock

Download or read book Sales Management Success written by Warren Kurzrock and published by John Wiley & Sons. This book was released on 2019-10-15 with total page 207 pages. Available in PDF, EPUB and Kindle. Book excerpt: The most up-to-date and proven strategies from the CEO of Porter Henry & Co., written exclusively for sales managers Sales Management Success: Optimizing Performance to Build a Powerful Sales Team contains a leading-edge training program that is filled with state-of-the-art approaches specifically designed for sales managers. Drawing on the author’s experience as the CEO of Porter Henry & Co. (the oldest sales-force training company in the world), Warren Kurzrock details the 8 most critical abilities and strategies in the sales manager's job. The Porter Henry process has proven to routinely help teams and individuals multiply their bottom-line results. While all major companies provide basic orientations for new sales managers, these sessions are usually focused on policy, procedure, product, and marketing information. Most companies spend huge amounts of money on sales training new employees but do little for sales manager development. Written for sales executives in an appealing, upbeat tone, the book is well-grounded in research and real-world experience, as well as proven ideas and tools. The 8 strategies are supported with illustrative examples and quotes from successful sales executives. This must-have book: Contains the most up-to-date strategies for sales executives Offers compelling real-world examples Includes the ideas and tools that can be put into action immediately Draws on the experience of the CEO of Porter Henry & Co. Reinforces the immediate application and learning with assessments, exercises, professional toolbox Sales Management Success: Optimizing Performance to Build a Powerful Sales Team offers a well-organized, real-world process for today's sales leader to meet the challenge of a most challenging, chaotic job.

7 Secrets to Successful Sales Management

Author: Jack D. Wilner

Publisher: CRC Press

Published: 1997

Total Pages: 256

ISBN-13: 9780367804657

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Book Synopsis 7 Secrets to Successful Sales Management by : Jack D. Wilner

Download or read book 7 Secrets to Successful Sales Management written by Jack D. Wilner and published by CRC Press. This book was released on 1997 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: There are hundreds of books out there on sales, but 7 Secrets to Successful Sales Management is one of the few aimed directly at the most critical person in the sales organization: the sales manager. A practical, hands-on guide, the book presents an integrated approach to sales management and combines the author's experience with innovative strategies for motivating your sales force, recruiting quality sales people, and training new employees. Written by a grizzled veteran, the book reflects his success and allows you to learn from his mistakes. As Jack Wilner is fond of saying, "Nothing in this book is theoretical. It's all based on one thing and one thing only-what works!".

Magic Numbers for Sales Management

Author: John Davis

Publisher: John Wiley & Sons

Published: 2007-01-22

Total Pages: 305

ISBN-13: 0470821876

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A key challenge sales professionals confront is how to measure the various activities they perform in the sales planning, selling and execution, and post-sales review phases of the customer relationship. Magic Numbers for Sales Management: Key Measures to Evaluate Sales Success is a ready-reference for sales and marketing professionals who seek clear descriptions of over 50 of the most important sales metrics and formulas. Using clear descriptions and relevant examples from many of today’s leading companies, sales and marketing professionals will learn relevant measurement and evaluation techniques, including: Important metrics for measuring market conditions, sales forecasting, compensation, quotas, sales force-size, pricing, and customers Applying metrics to different phases of the selling process Key behaviors of the most successful sales people Magic Numbers for Sales Management is an important resource for the most demanding sales professionals who want to fully assess the success of their selling activities.

Book Synopsis Magic Numbers for Sales Management by : John Davis

Download or read book Magic Numbers for Sales Management written by John Davis and published by John Wiley & Sons. This book was released on 2007-01-22 with total page 305 pages. Available in PDF, EPUB and Kindle. Book excerpt: A key challenge sales professionals confront is how to measure the various activities they perform in the sales planning, selling and execution, and post-sales review phases of the customer relationship. Magic Numbers for Sales Management: Key Measures to Evaluate Sales Success is a ready-reference for sales and marketing professionals who seek clear descriptions of over 50 of the most important sales metrics and formulas. Using clear descriptions and relevant examples from many of today’s leading companies, sales and marketing professionals will learn relevant measurement and evaluation techniques, including: Important metrics for measuring market conditions, sales forecasting, compensation, quotas, sales force-size, pricing, and customers Applying metrics to different phases of the selling process Key behaviors of the most successful sales people Magic Numbers for Sales Management is an important resource for the most demanding sales professionals who want to fully assess the success of their selling activities.

Sales Success (The Brian Tracy Success Library)

Author: Brian Tracy

Publisher: AMACOM

Published: 2015-01-07

Total Pages: 151

ISBN-13: 0814449204

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The performance difference between the top salespeople in the world and the rest is smaller than you may think. Learn where you can elevate your game today and reach unprecedented new heights. Did you know that the 80/20 rule applies to the world of sales too? Eighty percent of all sales are made by only twenty percent of salespeople. How are they raking in so much money though, and how can others join them? Sales trainer extraordinaire Brian Tracy has spent years studying the world’s best salespeople and their methods to discover that the difference between the top 20 and the bottom 80 boils down to only a handful of critical areas in which the top professionals perform better than their peers. In this compact and convenient guide, Tracy shares 21 tried-and-true techniques that can help any salesperson gain that winning edge. In Sales Success, you will learn how to: Set and achieve clear goals Develop a sense of urgency and make every minute count Know your products inside and out Analyze your competition Find and quickly qualify prospects Understand the three keys to persuasion Overcome the six major objections, and much more! Packed with proven strategies and priceless insights, Sales Success will get you planted firmly on the path to success, making more money than you thought possible and greater career satisfaction than you ever believed you would find.

Book Synopsis Sales Success (The Brian Tracy Success Library) by : Brian Tracy

Download or read book Sales Success (The Brian Tracy Success Library) written by Brian Tracy and published by AMACOM. This book was released on 2015-01-07 with total page 151 pages. Available in PDF, EPUB and Kindle. Book excerpt: The performance difference between the top salespeople in the world and the rest is smaller than you may think. Learn where you can elevate your game today and reach unprecedented new heights. Did you know that the 80/20 rule applies to the world of sales too? Eighty percent of all sales are made by only twenty percent of salespeople. How are they raking in so much money though, and how can others join them? Sales trainer extraordinaire Brian Tracy has spent years studying the world’s best salespeople and their methods to discover that the difference between the top 20 and the bottom 80 boils down to only a handful of critical areas in which the top professionals perform better than their peers. In this compact and convenient guide, Tracy shares 21 tried-and-true techniques that can help any salesperson gain that winning edge. In Sales Success, you will learn how to: Set and achieve clear goals Develop a sense of urgency and make every minute count Know your products inside and out Analyze your competition Find and quickly qualify prospects Understand the three keys to persuasion Overcome the six major objections, and much more! Packed with proven strategies and priceless insights, Sales Success will get you planted firmly on the path to success, making more money than you thought possible and greater career satisfaction than you ever believed you would find.

How to Effectively Manage Your Sales Team - a Complete Sales Manager's Success Manual

Author: Meir Liraz

Publisher:

Published: 2017-12-25

Total Pages: 115

ISBN-13: 9781976732386

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This guide will walk you step by step through all the essential phases of managing your sales team. The book is packed with guides, worksheets and checklists that make it easy to apply all that knowledge. Here's what's in the book: * How to Evaluate and Compensate Your Sales Team Performance * Basics of Managing Salespeople * How to Hire Salespeople * How to Develop Salespeople Job Specifications * How to Train Your Sales Team * How to Motivate Your Team * How to Effectively Supervise Your Sales Team * How to Compensate Your Salespeople * How to Use Independent Sales Agents Effectively * All these and much much more. My name is Meir Liraz and I'm the author of this book. According to Dun & Bradstreet, 90% of all business failures analyzed can be traced to poor management. This is backed up by my own experience. In my 31 years as a business coach and consultant to businesses, I've seen practically dozens of business owners fail and go under -- not because they weren't talented or smart enough -- but because they were trying to re-invent the wheel rather than rely on proven, tested methods that work. And that is where this book can help, it will teach you how to avoid the common traps and mistakes and do everything right the first time.

Book Synopsis How to Effectively Manage Your Sales Team - a Complete Sales Manager's Success Manual by : Meir Liraz

Download or read book How to Effectively Manage Your Sales Team - a Complete Sales Manager's Success Manual written by Meir Liraz and published by . This book was released on 2017-12-25 with total page 115 pages. Available in PDF, EPUB and Kindle. Book excerpt: This guide will walk you step by step through all the essential phases of managing your sales team. The book is packed with guides, worksheets and checklists that make it easy to apply all that knowledge. Here's what's in the book: * How to Evaluate and Compensate Your Sales Team Performance * Basics of Managing Salespeople * How to Hire Salespeople * How to Develop Salespeople Job Specifications * How to Train Your Sales Team * How to Motivate Your Team * How to Effectively Supervise Your Sales Team * How to Compensate Your Salespeople * How to Use Independent Sales Agents Effectively * All these and much much more. My name is Meir Liraz and I'm the author of this book. According to Dun & Bradstreet, 90% of all business failures analyzed can be traced to poor management. This is backed up by my own experience. In my 31 years as a business coach and consultant to businesses, I've seen practically dozens of business owners fail and go under -- not because they weren't talented or smart enough -- but because they were trying to re-invent the wheel rather than rely on proven, tested methods that work. And that is where this book can help, it will teach you how to avoid the common traps and mistakes and do everything right the first time.

ProActive Sales Management

Author: William Miller

Publisher: AMACOM

Published: 2009-07-15

Total Pages: 258

ISBN-13: 0814414575

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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 readers 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 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 and more deals. Packed 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.

Book Synopsis ProActive Sales Management by : William Miller

Download or read book ProActive Sales Management written by William Miller and published by AMACOM. This book was released on 2009-07-15 with total page 258 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 readers 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 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 and more deals. Packed 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.