The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits

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John Wiley & Sons, Mar 29, 2011 - Business & Economics - 256 pages
Key skills to make sales managers better developers of salespeople

Get out of the firefighting business and into the business of developing the people who develop your profits. Successful salespeople rightfully become sales managers because of superior sales records. Yet too often these sales stars get stuck doing their old sales job while also trying to juggle their manager role, and too often companies neglect to train their sales managers how to excel as managers. That's the "sales management trap," and it's exactly what The Accidental Sales Manager addresses and solves.

Full of helpful steps you can apply immediately?whether you're training a sales manager, or are one yourself?this practical guide reveals step-by-step methods sales managers can use to both learn their jobs and lead their teams.

  • Get tactics to stop burning time and exhausting yourself, while taking effective actions to use time better as a leader
  • Discover how to integrate learning into leading and make sales meetings an active conversation on what works and what doesn't
  • Author has a previous bestseller, The Accidental Salesperson

Don't get caught in the "sales management trap" or, if you're in it, get the tools you need to escape it. Get The Accidental Sales Manager and lead your team to do what you do best: make sales, drive profits, and get winning results.

 

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Just one comment: If I read this book when I've first got promoted as a Manager, my results would have been 10 times better!
The best sales management book!
Thank you, Chris !

Contents

Gnawing Your Way Out of the Sales
5
Fourteen Lessons You Wont Have
23
Developing the People
65
Whats Changed About Selling?
149
Running Great Sales Meetings Every Time
177
What Happens in Your Meeting
207
Index
227
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About the author (2011)

CHRIS LYTLE is the President/Product Developer at Sparque, Inc. He has conducted more than 2,100 live seminars worldwide. Now he delivers his sales advice in easily digestible knowledge bites on his website, Fuel. His automatic sales improvement process revolutionizes the way sales managers develop the people who grow their profits. He is the author of The Accidental Salesperson.
Learn more at sparquefuel.com

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