The Accidental Sales Manager: A Survival Guide for CEOs (or Owners or Presidents) Who Find Themselves Managing Salespeople
•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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Welcoming the New Hire
Completing and Presenting the Compensation Plan
Establishing a New Hire Orientation Program
Part Two Setting Expectations for the New Hire
Assembling Collateral Material
Setting Realistic Goals
Calling on the Largest Accounts
Providing Sales Skills Training
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