The Accidental Sales Manager: A Survival Guide for CEOs (or Owners or Presidents) Who Find Themselves Managing Salespeople

Front Cover
Entrepreneur Press, Oct 1, 2010 - Business & Economics - 264 pages
•Do you tackle several different roles including sales manager? •Does managing the sales team feel awkward? •Do you want to achieve better sales results? If you answered YES then you face the same struggle as many other small business owners—you can successfully manage the rest of the company, but when it comes to the sales team, you feel like your efforts are coming up short. Suzanne Paling, sales management consultant, urges you to stop struggling, and teaches you what you need to know to start succeeding.
 

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Contents

Organizing the Sales Department
11
Welcoming the New Hire
25
Completing and Presenting the Compensation Plan
33
Establishing a New Hire Orientation Program
45
Part Two Setting Expectations for the New Hire
63
Assembling Collateral Material
85
Setting Realistic Goals
109
Calling on the Largest Accounts
117
Tracking Progress and Performance
143
Sponsor Motivating Sales Contests
165
Part Three Evaluating the New Hire
177
Part Four The Next Phase
217
Completing Orientation and Moving Forward
229
Creating a Sales Culture
243
Glossary
249
Copyright

Providing Sales Skills Training
131

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About the author (2010)

Suzanne Paling is the principal consultant of Sales Management Services, founded in 1998. She has more than 20 years of experience in sales, sales management, and sales consulting. Working with both field and inside sales organizations, she has helped clients in a vast number of industries including software, construction, medical, telecommunications, manufacturing, delivery, and recruiting.

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