PHI learning Pvt Ltd
|Number of Pages
Economics, finance, business & management
As a sales manager one has to do many roles -- fortune-teller, psycho-logist, financial analyst, etc. while making sure that your team has what it needs to close deals. Add to it the framing business strategies to retain customer base because of the constant shifts in the customer needs.
The Secrets of Great Sales Management is a step-by-step guide to create a proactive sales organization that thrives on the new dynamics of business. Loaded with clear examples and practical tool, the book shows how you and your team members can work in-tandem with those changing goals and create lasting customer relationships without sacrificing the exceptional bottom-line results you are expected to achieve.
This power-packed book is filled with practical and powerful strategies for
Clarifying short, medium and long term goals.
Establishing new performance standards and measurements.
Improving training programs.
Building compensation plans that drive performance and complement desired outcomes.
Creating career development plans for team members.
Get familiar with how to build a stronger connection between your company's goals and your team's sales strategy. A useful and timely tool with everything you need to build and maintain an outstanding sales program - NOW.
Table of Contents
Part 1: Planning
1. The Changing World of Sales Management.
2. Planning for Today and Tomorrow.
3. Crafting the Professional Sales Force.
Part 2: Preparing
4. Finding the Talent.
5. Strengthening the Sales Team.
6. Compensation Programs That Drive Superior Performance.
Part 3: Producing
7. Now Lead: Measuring and Managing Performance.
8. Coaching and Counseling.
9. Looking Toward the Future.
A Leadership Growth Plan.
A Checklist for Success.