Managing for Sales Results: A Fast-Action Guide for Finding, Coaching, and Leading Salespeople

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John Wiley & Sons, Mar 31, 2008 - Business & Economics - 124 pages
This book looks at various methods for recruiting salespeople, from the traditional to the radical, and shows you how to make the smartest, most profitable hiring decisions for your team. It argues that sales managers should put more emphases on coaching and recruiting, making it a priority for your sales organization. With the right recruiting and training strategies, you can find a constant stream of qualified candidates and beat your competitors to the best sales prospects.
 

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Contents

A FastAction Guide for Finding Coaching and Leading Salespeople Chapter 1 Sales Management versus Sales Leadership
7
A FastAction Guide for Finding Coaching and Leading Salespeople Chapter 2 Building an Effective PerformanceDedicated Team
35
A FastAction Guide for Finding Coaching and Leading Salespeople Chapter 3 ResultsTargeted Interviewing and Hiring
63
A FastAction Guide for Finding Coaching and Leading Salespeople Chapter 4 Training Your Sales Organization to Produce Superior Results Consiste...
91
A FastAction Guide for Finding Coaching and Leading Salespeople Chapter 5 How to Run Sales Meetings that Matter
131
A FastAction Guide for Finding Coaching and Leading Salespeople Chapter 6 Motivating and Counseling Your Sales Force
153
A FastAction Guide for Finding Coaching and Leading Salespeople Chapter 7 Handling Terminations Easier and Better
187
A FastAction Guide for Finding Coaching and Leading Salespeople In Conclusion
205
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About the author (2008)

Ron Marks began conducting sales management seminars in conjunction with internationally known sales trainer Tom Hopkins in 1999. He has since trained well over 50,000 sales managers on how to recruit, hire, train, motivate, and fire salespeople with efficiency. In addition to managing his own company, Ron teaches?sales management at Paradise Valley Community College in Phoenix, Arizona. For more information, visit Ron's web site at www.resultsseminars.com.

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