The job of the sales manager is to recruit, manage, andmotivate a top team of high-performing sales professionals. This book shows you how to do it.
World-renowned sales expert Brian Tracy has spent decades studying what sets the most successful sales managers and professionals apart from the rest - and now in this pocket-sized guide, he distills these simple but powerful strategies. Readers will discover the six key characteristics of a winning sales team and learn how to:
Select and recruit sales champions
Start them off on the right foot
Establish clear objectives
Determine a sales plan
Inspire singleness of purpose
Demonstrate respect and appreciation
Motivate people with the right incentives
Boost their self-concept to boost revenue
Develop winners through continuous coaching and training
Brainstorm sales solutions
Use quality circles to increase engagement and explore improvements
Measure results
Conduct game-changing performance reviews
Discipline effectively
De-hire poor performers
Lead by example
A compact but essential resource, Sales Management will help readers increase the effectiveness of their sales force, improve their bottom line, and advance their own career and satisfaction in the process.
