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The job of the sales manager is to recruit, manage, andmotivate 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
- Use quality circles to increase engagement and explore improvements
- 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.
Inhaltsverzeichnis
CONTENTS
Introduction 1
1 The Role of the Sales Manager 5
2 Build a Great Sales Team 9
3 Select Champions 14
4 Start Them Off Right 20
5 Manage by Sales Objectives 25
6 The Psychology of Sales Success 31
7 Practice the Performance Formula 37
8 Improve Your Leadership Style 43
9 Reward Sales Performance 49
10 Develop Winning Salespeople 54
11 Plan Sales Activities 58
12 Satisfy Salespeople's Basic Needs 64
13 Keep Them Focused 70
14 Use the CANEI Method 75
15 Brainstorm for Sales Improvements 82
16 Discipline Salespeople Effectively 88
17 Let Your Poor Performers Go 94
18 Lead by Example 100
19 The Control Valve on Performance 106
20 Four Keys to Building Salespeople 110
21 Courage, the Vital Quality of Success 116
Index 119
Über den Autor / die Autorin
McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide
Zusammenfassung
The pressure surrounding the sales manager is intense. Given the task of recruiting, managing, and motivating a top team of high-performing sales professions, so much of the sales manager’s success is dependent on others. Or is it?Sales expert Brian Tracy has spent decades studying the most successful sales managers and professionals in every industry. In this indispensable pocket-sized resource, he has encapsulated 6 key characteristics of a winning sales team. In Sales Management, he distills these simple but powerful strategies so that sales managers can learn how to:• Select and recruit sales champions• Establish clear objectives• Inspire singleness of purpose• Motivate people with the right incentives• Develop winners through continuous coaching and training• Conduct game-changing performance reviews• De-hire poor performers• And moreDon’t leave your success as a sales manager in the hands of others. Learn today how YOU can increase your sales team’s effectiveness, improve their bottom line, and advance your own career in the process.
