Sales Management

Pages: 128

The job of the sales manager is to recruit, manage, and motivate a top team of high-performing sales professionals. This book shows you how to do it.

World-renowned sales expert Brian Tracy has spent decades studying what sets the most successful sales managers and professionals apart from the rest–and now in this pocket-sized guide, he distills these simple but powerful strategies. Readers will discover the six key characteristics of a winning sales team and learn how to:

? Select and recruit sales champions
? Start them off on the right foot
? Establish clear objectives
? Determine a sales plan
? Inspire singleness of purpose
? Demonstrate respect and appreciation
? Motivate people with the right incentives
? Boost their self-concept to boost revenue
? Develop winners through continuous coaching and training
? Brainstorm sales solutions
? Measure results
? Conduct game-changing performance reviews
? Discipline effectively
? De-hire poor performers
? Lead by example

A compact but essential resource,?Sales Management?will help readers increase the effectiveness of their sales force, improve their bottom line, and advance their own career and satisfaction in the process.