Publisher's Synopsis
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.
