| Author | : William "Skip" Miller |
| File Size | : 51,7 Mb |
| Publisher | : AMACOM/American Management Association |
| Language | : English |
| Release Date | : 01 February 2009 |
| ISBN | : 0814431828 |
| Pages | : 224 pages |
More ProActive Sales Management by William "Skip" Miller Book PDF Summary
Building on the concrete advice and practical, powerful strategies revealed in its predecessor, More ProActive Sales Management provides harried sales managers with a proven method for managing the sales process and their people. Packed with specific, field-tested techniques, this helpful guide focuses on the five primary areas in which mistakes occur: internal team decisions, upward decisions, sales decisions, infrastructure decisions, and decisions regarding the manager himself. Readers will learn how to: regain control of their time • create a proactive sales culture • motivate a sales team • use simple yet powerful metrics • weed out failures quickly • coach and counsel up and down the sales organization • reduce reports to one sheet of paper and 10 minutes a week • forecast more confidently This book shows sales managers at every level how to manage for great results!