Welcome to Sales Management: The First 90 Days-- and Beyond : an Operating Guide for New Sales Managers

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AuthorHouse, 2004 - Business & Economics - 230 pages
Welcome to Sales Management is written for those who aspire to sales management; those who recently assumed sales management responsibilities for the first time; and those who have received little if any formal sales management training. take a wrong turn, run in circles or even get lost. This happens to all new managers. WSM is divided into three parts each providing a road map to guide rookie sales manager through their first 90 days and beyond. addresses the initial actions taken during the first month on the job. Each action is designed to prepare new managers for their new role. Various methods are offered to assess the sales effectiveness of their teams. process and the skills needed to successfully execute each discipline. There is no time frame associated with Part Two. It can take years or an entire career to master the disciplines and skills associated with the process. Few managers master all of them. team action plan; establishing a winning environment; and reviewing several examples of proactive management. These activities take approximately 60 days to initiate or complete. The final chapter encourages new managers to lead and learn as they go and to not be afraid to make mistakes. and to keep a new sales manager moving in the right direction. An appendix offers an assortment of sales management tools.

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