Sales Management 2.0: Managing in the Sales 2.0 Environment

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Sales Management 2.0, Dec 21, 2009 - Business & Economics - 66 pages
The current marketplace has become a catalyst for change in sales and sales management. Sales teams need to be more responsive and adaptable than ever before. Sales Management 2.0 helps the experienced sales manager improve rep effectiveness, drive more revenue from existing resources and scale the sales organization to meet company objectives. Sales Management 2.0 builds on existing management skills to improve accountability, reduce dependency on a few and get better insight into current potential and limitation. Being both evolutionary and revolutionary, it challenges many current assumptions regarding sales management and provides new concepts to build a sales force that can deliver in difficult times and adapt to market conditions.
 

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Contents

About the Implementation
The Process of Sales Management 20
Expectations
Sales Execution Plan
Aliging Organizational Support
The Seven Metrics
Sales Management 20 Step by Step
Copyright

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About the author (2009)

Mssrs. Palmer and Bennett are seasoned sales executives with experience in a wide variety of industries. Mr. Palmer has held 20 different positions at 12 separate companies, ranging from start-ups he founded to global powerhouses such as IBM and Sun Microsystems. He has served as CEO, COO and VP Sales. Mr. Bennett has more than 25 years of experience in sales, sales management and corporate executive positions in both public and private companies. They are the principals of Sales Insights, Inc., a sales management consulting firm.

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