The First-Time Sales Manager: A Survival Guide

Front Cover
Self-Counsel Press, 1994 - Study Aids - 151 pages
Salespeople are self-determined, self-motivated, and self-reliant. Creating a high performance team out of independent-minded reps is challenge enough for an experienced manager, but if it s your first time in the boss s seat, the job can be overwhelming.

Tyssen covers special considerations of managing a sales force, such as:
-- Hiring the right sales rep for the job
-- Designing sales territories that can be efficiently and effectively managed
-- Applying a personal touch even if your reps are a thousand miles away
-- Ensuring everyone on the team delivers a consistent image and message
-- Hosting sales conferences that will motivate and activate any sales force
-- Coaching your sales force to achieve win-win results

Using plenty of sample forms and worksheets, this guide will put any sales manager on track for success.

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Contents

1 Managing salespeople effectively
8
SELECTING YOUR SALESPEOPLE
10
1 Patterns of behavior
16
2 Selection sheet
23
ORIENTING
29
Ongoing sales direction
32
3 Account classification model
35
5 Account result objectives
37
10 District gross profits
68
11 Sales district divided into routes
71
12 Monthly planning chart
72
13 Daily timetables
73
Call reporting
74
14 Daily sales activity report form
76
TRAINING YOUR SALES FORCE
79
MOTIVATING
100

6 Account intermediate objectives
39
7 Improvement action plan
42
g Sales meetings
47
8 Field evaluation
48
f The need for organizing salespeople
60
9 Total annual calls model
64
The manager as leader
108
g The power of praise
117
COACHING YOUR SALESPEOPLE
122
PUTTING IT ALL TOGETHER
134
Copyright

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