Nuts and Bolts of Sales Management: How to Build a High-Velocity Sales Organization
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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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
CHAPTER 9STRATEGIC PLANNING
CHAPTER 20SALES TIPS
CHAPTER 21FINAL THOUGHTS
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achievement actions annual answer areas Award Description awards program can’t commodity markets company stock company’s sales compensation competition competitor consider consultant corporate designed by committee develop dollars double graph overlay employees example expense budget expense line ﬁg Forward-Look Living Document future goals growth high performers hiring identify impact important increase sales independent contractors intrinsic motivation leaders leverage expenses Lou Holtz manager’s managing the quarter metrics mission statement motivation percent of sales predict presentation problems Product bundles product line product recall professional purchase of company questions reduced representative’s result REVIEW SECTION sales department sales expense sales force sales forecast sales group sales management sales meeting sales numbers sales process sales representatives sales reps sales team salespeople salesperson selling situation six months tenure Statement of Strategic straight commission Strategic Intent strategic plan success team morale team’s terminate understand Up-Selling Winners