The Sales manager's guide to training and developing your team

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This essential resource includes checklists to help the reader manage a staff; forms for training, planning, and evaluating performance; and a list of additional sources of information for further assistance. It shows how to: set goals that are realistic and fair but aspire to top results; resolve problems before they escalate to astronomical proportions; recruit, interview, and select the best candidates to represent your company; train the sales staff for superior results; conduct efficent--and highly productive meetings; fairly evaluate performance and lead the sales team to success.

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