Nuts and Bolts of Sales Management: How to Build a High-Velocity Sales Organization

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Greenleaf Book Group, 2011 - Business & Economics
Sometimes managing a sales team feels like trying to manage chaos, and in a way it is-there are so many unpredictable influences at work in sales. In Nuts and Bolts of Sales Management, John Treace, mining decades of executive sales experience gained from successful business turnarounds, provides managers with proven strategies to build a high-performing sales team that will consistently produce desired results.The tools and tactics included in Nuts and Bolts of Sales Management help sales managers identify and solve the problems that cause companies to stumble and fail. Leaders will learn how they can take their sales force to the next level by developing effective sales processes and by promoting high morale and team work. This book will provide a deeper understanding and practical answers for the problems all sales managers and officers face each day. Here is a sample of some: - How to ensure predictable sales performance- Effective forecasting & managing the quarter- What to do when sales plans are missed- How to design highly effective meetings and award programs- Making effective presentations to management- Minimize the need for hiring and firing- How to balance morale, execution & teamwork- How to develop a powerful sales culture- Developing effective metrics- How to Leveraging expenses while managing the budget- Effective use of consultants- How to sleep well at night nearing the end of any sales quarter This practical handbook was written for current sales VPs or managers, salespeople who desire to move into management, and CEOs, COOs, CFOs and others wishing to have a better understanding of the principles and systems that drive high-velocity sales organizations.
 

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Contents

ACKNOWLEDGMENTS
INTRODUCTION
PART I
CHAPTER 1CORE VALUES AND A VISION OF THE FUTURE
CHAPTER 2MISSION STATEMENTS
PART II
CHAPTER 3MORALE EXECUTION AND TEAMWORK
CHAPTER 4ENVIRONMENT AND STRATEGIES FOR HIGHVELOCITY ORGANIZATIONS
CHAPTER 10MANAGING THE EXPENSE BUDGET
WHAT THEY ARE AND WHY WE NEED THEM
CHAPTER 12SALES FORECASTING
CHAPTER 13THE FORWARDLOOK LIVING DOCUMENT
CHAPTER 14MANAGING THE QUARTER
CHAPTER 15WHEN SALES BUDGETS ARE NOT BEING MADE
CHAPTER 16SALES MEETINGS AND TRAINING
CHAPTER 17AWARD PROGRAMS

CHAPTER 5DIRECT AND INDEPENDENT SALES FORCES
CHAPTER 6HIRING AND FIRING SALESPEOPLE
CHAPTER 7WHO SHOULD I PUT MY MONEY ON?
CHAPTER 8PRACTICES TO AVOID
PART III
CHAPTER 9STRATEGIC PLANNING
CHAPTER 18COMPENSATION
CHAPTER 19CONSULTANTS
PART IV
CHAPTER 20SALES TIPS
CHAPTER 21FINAL THOUGHTS
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