Publisher's Synopsis
"Most sales managers become managers like they become parents, they wake up one day and they are one." Many sales people fail or succeed based totally on the leadership skills of the sales manager. The reason that some sales managers have a great deal of "turnover" or fail to build great sales teams is because they are lacking the basic fundamentals of sales leadership. Great sales managers understand that it takes motivation and accountability to produce top performers. It's all about the fundamentals of sales leadership. In this book Russ Ackerman has taken a very close look at the job description of a successful sales manager. Whether you are a veteran sales manager with a large sales force or just getting started, there is something here for you. Each chapter of this book is loaded with simple instructions on how to build and maintain a motivated sales team. Perhaps the most challenging position in any company is the position of sales manager. If sales are down, the result could be devastating to the entire organization. So, the sales manager must have a good understanding of much more than just how to close sales or the company's product line. The sales manager must have strong leadership skills. In Security Systems Sales Leadership, Russ Ackerman will show you: - The four basic steps that lead a sales person to success or failure. - How to keep your team motivated when sales seem sluggish. - Tips for holding your team accountable while motivated. - How sales professionals can develop their sales skills. - Sales contests that actually increase sales Security Systems Sales Leadership is loaded with real life examples of the everyday responsibilities that face a successful sales leader. Regardless of what product your team is selling, this book will help you overcome the day to day distractions that prevent success.
