The Secrets of Great Sales Management: Advanced Strategies for Maximizing Performance

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American Management Association, 2004 - Business & Economics - 212 pages

"Fortune teller. Psychologist. Financial analyst. These are just a few of the roles sales managers must play while making sure the sales team has what it needs to close deals. In an economic landscape where business strategies shift almost daily, it's all a sales manager can do to keep abreast of new developments. "The Secrets of Great Sales Management "shows sales managers how to work in concert with changing corporate goals without sacrificing the exceptional results they were hired to achieve.

This powerful book gives readers practical strategies to:

* clarify short-, medium-, and long-term goals

* create and communicate team objectives

* establish new performance standards and measurements

* improve development and training initiatives

* build compensation plans that drive stated objectives

* create career development plans for team members

By helping sales managers build stronger connections between front-line strategies and boardroom expectations, "The Secrets of Great Sales Management" will help readers ensure both organizational and individual success."

 

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This book is a great tool for any sales manager. It makes no difference if this is you first sales manager role or you are a seasoned professional. Read full review

Contents

The Changing World of Sales Management
9
Planning for Today and Tomorrow
27
Crafting the Professional Sales Force
53
Finding the Talent
71
Strengthening the Sales Team
91
Compensation Programs That Drive
111
PRODUCING
131
Coaching and Counseling
159
Looking Toward the Future
181
Conclusion
197
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About the author (2004)

Robert A. Simpkins (Falls Church, VA) is founder and President of Global Crosswinds, an international advisory and training firm focusing on the development of sales and marketing professionals. He is a member of the American Management Association faculty team, delivering over sixty sales and marketing seminars a year.

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