Building on the concrete advice and practical, powerful strategies revealed in its predecessor, “More ProActive Sales Management” provides harried sales managers with a proven method for managing the sales process and their people. Packed with specific, field-tested techniques, this helpful guide focuses on the five primary areas in which mistakes occur: internal team decisions, upward decisions, sales decisions, infrastructure decisions, and decisions regarding the manager himself. Readers will learn how to:
regain control of their time – create a proactive sales culture – motivate a sales team – use simple yet powerful metrics – weed out failures quickly – coach and counsel up and down the sales organization – reduce reports to one sheet of paper and 10 minutes a week – forecast more confidently
This book shows sales managers at every level how to manage for great results!