The Secrets of Great Sales Management

Advanced Strategies for Maximizing Performance

Robert A. Simpkins

212 pages, parution le 12/08/2004

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Résumé

How to master the many demanding roles of 21st-century sales management.

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.

L'auteur - Robert A. Simpkins

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.

Sommaire

I. Planning
- The Changing World of Sales Management
- Planning for Today and Tomorrow
- Crafting the Professional Sales Force
II. Preparing
- Finding the Sales Team Talent
- Strengthening the Sales Team
- Compensation Programs That Drive Superior Performance
III. Producing
- Now Lead: Measuring and Managing Performance
- Coaching and Counseling
- Looking Toward the Future
- Conclusion

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Amacom
Auteur(s)	Robert A. Simpkins
Parution	12/08/2004
Nb. de pages	212
Format	15,5 x 23,5
Couverture	Relié
Poids	465g
Intérieur	Noir et Blanc
EAN13	9780814472385
ISBN13	978-0-8144-7238-5