A Guide To Sales Management

Download A Guide To Sales Management full books in PDF, epub, and Kindle. Read online A Guide To Sales Management ebook anywhere anytime directly on your device. Fast Download speed and no annoying ads. We cannot guarantee that every ebooks is available!

Sales Management. Simplified.

Author : Mike Weinberg
Publisher : AMACOM
ISBN 13 : 0814436447
Total Pages : 243 pages
Book Rating : 4.8/5 (144 download)

DOWNLOAD NOW!

Book Synopsis Sales Management. Simplified. by : Mike Weinberg

Download or read book Sales Management. Simplified. written by Mike Weinberg and published by AMACOM. This book was released on 2015-10-21 with total page 243 pages. Available in PDF, EPUB and Kindle. Book excerpt: Packed with examples and anecdotes, Sales Management. Simplified. offers a proven formula for prospecting, developing, and closing deals—in your time, on your terms. Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies to find the answer - and it's one that may surprise you. Typically, the issue lies not with the sales team but with how it is being led. Through their attitude and actions, senior executives and sales managers unknowingly undermine performance. Weinberg tells it straight by calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news is that with the right guidance, results can be transformed. In Sales Management. Simplified., Weinberg teaches managers how to: Implement a simple framework for sales leadership Foster a healthy, high-performance sales culture Conduct productive meetings Put the right people in the right roles Retain top producers and remediate underperformers Point salespeople at the proper targets Blending blunt, practical advice with funny stories from the field, Sales Management. Simplified. delivers the tools every sales manager needs to succeed. Managing sales doesn’t have to be complicated, and the solution starts with you!

The Sales Manager's Guide to Greatness

Author : Kevin F. Davis
Publisher : Greenleaf Book Group
ISBN 13 : 1626343896
Total Pages : 248 pages
Book Rating : 4.6/5 (263 download)

DOWNLOAD NOW!

Book Synopsis The Sales Manager's Guide to Greatness by : Kevin F. Davis

Download or read book The Sales Manager's Guide to Greatness written by Kevin F. Davis and published by Greenleaf Book Group. This book was released on 2017-03-28 with total page 248 pages. Available in PDF, EPUB and Kindle. Book excerpt: 2018 Axiom Business Book Award Winner, Silver Medal Straightforward advice for taking your sales team to the next level! If your sales team isn’t producing the results expected, the pressure is on you to fix the situation fast. One option is to replace salespeople. A better option is for you to optimize your performance as a sales leader. In The Sales Manager’s Guide to Greatness, sales management consultant Kevin F. Davis offers 10 proven and distinctly practical strategies, skills, and tools for overcoming the most challenging obstacles sales managers face and moving your team ahead of the pack. This book will help you: Learn the 6 sales rep instincts that can cripple your management effectiveness, and replace these instincts with a more powerful leadership mindset – true sales leadership begins with improving the leader within Stop getting bogged down by distractions, become more proactive, and find more time to coach, lead, and inspire your salespeople Get every salesperson on your team to be more accountable and driven to achieve breakthrough sales results Master the 7 keys to hiring great salespeople Create a more customer-driven sales team by blending the buyer’s journey into your sales process Speed up the improvement of your team by mastering the 7 keys to achieving better coaching outcomes Excel at the most challenging coaching conversation you face – how to solve a sales performance problem that is caused by a rep’s lousy attitude Attain higher win-rates by intervening as a coach at the most critical stages of a buying cycle, quickly identify opportunities at risk, and coach more deals to the close Discover why so many salespeople fail at sales forecasting and how to impress your company’s upper management by submitting more accurate forecasts And much more… You can apply the strategies outlined in this book immediately to take control of your time and priorities as a sales manager, become more strategic, deliver high-performance coaching that grows revenues, and ultimately drive your team to greatness.

Sales Management For Dummies

Author : Butch Bellah
Publisher : John Wiley & Sons
ISBN 13 : 1119094054
Total Pages : 360 pages
Book Rating : 4.1/5 (19 download)

DOWNLOAD NOW!

Book Synopsis Sales Management For Dummies by : Butch Bellah

Download or read book Sales Management For Dummies written by Butch Bellah and published by John Wiley & Sons. This book was released on 2015-09-16 with total page 360 pages. Available in PDF, EPUB and Kindle. Book excerpt: Guide your sales force to its fullest potential With a proven sales management and execution process, Sales Management For Dummies aids organizations and individuals in reaching the highest levels of success. Although selling products or services is a central part of any sales job, there's much more to it. With this fun and accessible guide, you'll go beyond the basics of sales to learn how to anticipate clients' needs, develop psychologist-like insight, and so much more. Because few people go to school to earn degrees in selling, sales talent is developed in the field. Unfortunately, most training efforts fail to reach their objectives, in large part because of the absence of any kind of reinforcement or coaching. This book is your one-stop guide to managing an existing or start-up sales force to succeed in every area of sales—from prospecting to closing. Shows you how to reach your fullest potential in sales Helps you effectively inspire great performance form any sales force Demonstrates how to prospect, recruit, and increase your organization's income and success Teaches you how to manage sales teams to greatness If you're one of the millions of salespeople or sales managers worldwide looking for a fast, easy, and effective way to get the most out of your sales force, the tried-and-true guidance presented inside sets you up for success.

Sales Management That Works

Author : Frank V. Cespedes
Publisher : Harvard Business Press
ISBN 13 : 1633698777
Total Pages : 249 pages
Book Rating : 4.6/5 (336 download)

DOWNLOAD NOW!

Book Synopsis Sales Management That Works by : Frank V. Cespedes

Download or read book Sales Management That Works written by Frank V. Cespedes and published by Harvard Business Press. This book was released on 2021-02-23 with total page 249 pages. Available in PDF, EPUB and Kindle. Book excerpt: Named to the longlist for the 2021 Outstanding Works of Literature (OWL) Award in the Sales & Marketing category In this smart, practical, and research-based guide, Harvard Business School professor Frank Cespedes offers essential sales strategies for a world that never stops changing. The rise of e-commerce. Big data. AI. Given these trends (and many others), there's no doubt that sales is changing. But much of the current conventional wisdom is misleading and not supported by empirical data. If you as a manager fail to separate fact from hype, you will make decisions based on faulty assumptions and, in a competitive market, eventually fall behind those with a keener grasp of the current selling environment. In this no-nonsense book, sales expert and Harvard Business School professor Frank Cespedes provides sales managers and executives with the tools they need to separate the signal from the noise. These include how to: Hire and deploy the right talent Pay and incentivize your sales force Improve ROI from your training programs Create a comprehensive sales model Set and test the right prices Build and manage a multichannel approach Brimming with fascinating examples, insightful research, and helpful diagnostics, Sales Management That Works will help sales managers build a great sales team, create an optimal strategy, and steer clear of hype and fads. Salespeople will be better equipped to respond to changes, executives will be able to track and accelerate ROI, and readers will understand why improving selling is a social as well as an economic responsibility of business.

Sales Manager Survival Guide

Author : David Brock
Publisher : Partners in Excellence
ISBN 13 : 9780997560206
Total Pages : 358 pages
Book Rating : 4.5/5 (62 download)

DOWNLOAD NOW!

Book Synopsis Sales Manager Survival Guide by : David Brock

Download or read book Sales Manager Survival Guide written by David Brock and published by Partners in Excellence. This book was released on 2016-05-17 with total page 358 pages. Available in PDF, EPUB and Kindle. Book excerpt: Finally! The definitive guide to the toughest, most challenging, and most rewarding job in sales. Front Line Sales Managers have to do it all - often without anyone showing them the ropes. In addition to making your numbers your job calls upon you for: Constant coaching, training, and team building Call, pipeline, deal, territory, one-on-ones, and other reviews that drive business performance Recruiting, interviewing, hiring, and onboarding top talent Responding to shifts in the marketplace - and in your company Dealing with, turning around, or terminating problem employees Analyzing and acting upon metrics to correct performance Managing the business and executive expectations Leveraging sales systems, tools, and processes Conducting performance reviews and setting expectations And more All this and making the numbers! Sales Manager Survival Guide addresses each of these issues, and many others, clearly, honestly, and in-depth. Drawing upon decades of experience in sales, sales management, and sales executive positions from small companies to giant corporations, David Brock gives you invaluable insight, wisdom, and above all practical guidance in how to handle the wide array of challenges and responsibilities you'll face as a Front Line Sales Manager. If you're a sales manager, or want to become one, this book shows you how to survive-and thrive. And if you want to be a great sales manager, this book shares the secrets, tools, and best practices to help you climb to the top-and beyond. "This is THE go-to resource for sales management!" Mike Weinberg, author of Sales Management Simplified

Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance

Author : Jason Jordan
Publisher : McGraw Hill Professional
ISBN 13 : 0071769617
Total Pages : 272 pages
Book Rating : 4.0/5 (717 download)

DOWNLOAD NOW!

Book Synopsis Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance by : Jason Jordan

Download or read book Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance written by Jason Jordan and published by McGraw Hill Professional. This book was released on 2011-10-14 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: Boost sales results by zeroing in on the metrics that matter most “Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.” —Arthur Dorfman, National Vice President, SAP “Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.” —Mike Nathe, Senior Vice President, Essilor Laboratories of America “The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field—and this book tells how do to that in an easy-to-understand, actionable manner.” —Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions “There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn’t see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.” —John Davis, Vice President, St. Jude Medical “Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.” —Bob Kelly, Chairman, The Sales Management Association “A must-read for managers who want to have a greater impact on sales force performance.” —James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University “This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!” —Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories About the Book: There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed? Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover: The five critical processes that drive sales performance How to choose the right processes for your own team The three levels of sales metrics you must collect Which metrics you can “manage” and which ones you can’t How to prioritize conflicting sales objectives How to align seller activities with business results How to use CRM to improve the impact of coaching As Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.” Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don’t. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.

ProActive Sales Management

Author : William Miller
Publisher : AMACOM
ISBN 13 : 0814414575
Total Pages : 258 pages
Book Rating : 4.8/5 (144 download)

DOWNLOAD NOW!

Book Synopsis ProActive Sales Management by : William Miller

Download or read book ProActive Sales Management written by William Miller and published by AMACOM. This book was released on 2009-07-15 with total page 258 pages. Available in PDF, EPUB and Kindle. Book excerpt: As the president of a major sales company and experienced sales management trainer, author William Miller provides sales managers a proven method for successfully managing both sales processes and salespeople. Packed with specific, field-tested techniques, ProActive Sales Management teaches readers how to: motivate a sales team; get their sales team to prospect and qualify; create a proactive sales culture; effectively coach and counsel up and down the sales organization; reduce reports to one sheet of paper and 10 minutes a week; forecast with up to 90 percent accuracy; and take A players to A+ levels. Today’s sales managers have to be quicker than ever, being more proactive about hiring the best performers and retaining them while multitasking with managing complex sales processes in order to close more and more deals. Packed with all new metrics and tactics for making the numbers in today’s sales environment, ProActive Sales Management is an invaluable resource for this brand of highly in-demand leaders.

Rethinking Sales Management

Author : Beth Rogers
Publisher : John Wiley & Sons
ISBN 13 : 1119995515
Total Pages : 317 pages
Book Rating : 4.1/5 (199 download)

DOWNLOAD NOW!

Book Synopsis Rethinking Sales Management by : Beth Rogers

Download or read book Rethinking Sales Management written by Beth Rogers and published by John Wiley & Sons. This book was released on 2011-02-15 with total page 317 pages. Available in PDF, EPUB and Kindle. Book excerpt: Until recently, sales managers received no specific training for their jobs. However, selling has become more complex with the emergence of regulations and more sophisticated customers. Sales managers need to inspire and achieve sales results by managing teams of professionals and other resources. To do so, they need guidance on dealing with issues that arise in these broader aspects of their role. This concise guide for sales managers is based on a well-known sales management technique called the ‘customer portfolio matrix’. Beth Rogers weaves her version of this throughout, enabling sales managers to see their strategy from the customer’s point of view. Doing so will allow them to set realistic objectives, design new strategies that add real customer value, avoid wasting time on price-oriented customers and deploy resources for maximum results.

The High-Impact Sales Manager

Author : Norman Behar, David Jacoby, Ray Makela
Publisher : Sales Readiness Group
ISBN 13 : 0997464011
Total Pages : 160 pages
Book Rating : 4.9/5 (974 download)

DOWNLOAD NOW!

Book Synopsis The High-Impact Sales Manager by : Norman Behar, David Jacoby, Ray Makela

Download or read book The High-Impact Sales Manager written by Norman Behar, David Jacoby, Ray Makela and published by Sales Readiness Group. This book was released on 2016-05-16 with total page 160 pages. Available in PDF, EPUB and Kindle. Book excerpt: Managing a sales team is one of the most important and challenging positions in a company, and it requires a unique set of skills. Unfortunately, many sales managers spend much of their day putting out fires, and moving from problem to problem. Their days consist of an overwhelming number of activities including respond to urgent request from their bosses, resolving customer issues and complaints, and dealing with disgruntled employees. In addition, they find themselves sitting in meetings that run way too long, and submitting countless sales forecasts to satisfy upper management. As a result, sales managers get caught up in a daily grind and end their work week exhausted and feeling like they have little control over their destiny. In The High-Impact Sales Manager, you’ll learn how to transcend the daily grind and unlock the full potential of your sales team. This includes learning to: • Hire the best people and hold them accountable • Manage sales performance by focusing on the underlying behaviors that drive performance • Consistently produce accurate sales forecasts • Provide personalized sales coaching that results in better skills and higher win rates • Motivate and inspire your team to greatness Most importantly, The High-Impact Sales Manager will leave you feeling confident and enthusiastic in your ability to lead and empower your team to achieve unparalleled success.

A Guide to Sales Management

Author : Massimo Parravicini
Publisher : Business Expert Press
ISBN 13 : 1631572598
Total Pages : 221 pages
Book Rating : 4.6/5 (315 download)

DOWNLOAD NOW!

Book Synopsis A Guide to Sales Management by : Massimo Parravicini

Download or read book A Guide to Sales Management written by Massimo Parravicini and published by Business Expert Press. This book was released on 2015-08-18 with total page 221 pages. Available in PDF, EPUB and Kindle. Book excerpt: In many FMCG companies, the challenges for the sales function are to develop effective sales strategies and to deliver excellent sales operations in order to support the achievement of business targets. The purpose of this book is to provide a practical guide to sales management through the analysis of its key components: route to market, sales strategy, key performance indicators, organizational models, sales force management, customer business planning, order to cash, and sales and operations planning. For each of these topics, the content of this book is a balance of theory, practical tips, and useful tools, keeping in mind not only the “what,” but also the “how” of the implementation. The reader will learn how to map sales channels, assess a customer base, design a sales strategy, build a sales scorecard, and organize a sales team’s frontline and back ofi ce. The book also covers how to structure trade category plans, customer business plans, and customer negotiation plans and how to optimize the sales team’s contribution to the company’s key fundamental processes. It concludes with an overview of the future challenges of sales management.

7 Secrets to Successful Sales Management

Author : Jack D. Wilner
Publisher : CRC Press
ISBN 13 : 9781574440881
Total Pages : 250 pages
Book Rating : 4.4/5 (48 download)

DOWNLOAD NOW!

Book Synopsis 7 Secrets to Successful Sales Management by : Jack D. Wilner

Download or read book 7 Secrets to Successful Sales Management written by Jack D. Wilner and published by CRC Press. This book was released on 1997-12-29 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt: There are hundreds of books out there on sales, but 7 Secrets to Successful Sales Management is one of the few aimed directly at the most critical person in the sales organization: the sales manager. A practical, hands-on guide, the book presents an integrated approach to sales management and combines the author's experience with innovative strategies for motivating your sales force, recruiting quality sales people, and training new employees. Written by a grizzled veteran, the book reflects his success and allows you to learn from his mistakes. As Jack Wilner is fond of saying, "Nothing in this book is theoretical. It's all based on one thing and one thing only-what works!"

Sales Success (The Brian Tracy Success Library)

Author : Brian Tracy
Publisher : AMACOM
ISBN 13 : 0814449204
Total Pages : 151 pages
Book Rating : 4.8/5 (144 download)

DOWNLOAD NOW!

Book Synopsis Sales Success (The Brian Tracy Success Library) by : Brian Tracy

Download or read book Sales Success (The Brian Tracy Success Library) written by Brian Tracy and published by AMACOM. This book was released on 2015-01-07 with total page 151 pages. Available in PDF, EPUB and Kindle. Book excerpt: The performance difference between the top salespeople in the world and the rest is smaller than you may think. Learn where you can elevate your game today and reach unprecedented new heights. Did you know that the 80/20 rule applies to the world of sales too? Eighty percent of all sales are made by only twenty percent of salespeople. How are they raking in so much money though, and how can others join them? Sales trainer extraordinaire Brian Tracy has spent years studying the world’s best salespeople and their methods to discover that the difference between the top 20 and the bottom 80 boils down to only a handful of critical areas in which the top professionals perform better than their peers. In this compact and convenient guide, Tracy shares 21 tried-and-true techniques that can help any salesperson gain that winning edge. In Sales Success, you will learn how to: Set and achieve clear goals Develop a sense of urgency and make every minute count Know your products inside and out Analyze your competition Find and quickly qualify prospects Understand the three keys to persuasion Overcome the six major objections, and much more! Packed with proven strategies and priceless insights, Sales Success will get you planted firmly on the path to success, making more money than you thought possible and greater career satisfaction than you ever believed you would find.

Sales Management

Author : Bill Donaldson
Publisher : Bloomsbury Publishing
ISBN 13 : 1137355123
Total Pages : 328 pages
Book Rating : 4.1/5 (373 download)

DOWNLOAD NOW!

Book Synopsis Sales Management by : Bill Donaldson

Download or read book Sales Management written by Bill Donaldson and published by Bloomsbury Publishing. This book was released on 2017-09-16 with total page 328 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is a core textbook that provides a practical and comprehensive introduction to selling and sales management. Packed full of insightful real-world case studies, the fourth edition of this highly successful text has been fully updated and revised throughout to provide a truly contemporary overview of the discipline. This textbook offers a unique blend of academic rigour and practical focus based on the authors' invaluable combination of industry experience, expertise in sales consultancy and years of teaching and research in sales. Accessibly divided into three parts-'Strategy', 'Process' and 'Practice'-it presents a wide range of topics such as ethical issues in sales, key account management, international sales, recruitment, and compensation and rewards. Sales Management is the definitive text for undergraduate, postgraduate and MBA students of selling and sales management. New to this Edition: - New chapters on Defining and Implementing Sales Strategies and Key Account Management - New case studies, vignettes, questions for reflection and statistics added throughout the text - An increased emphasis on the practical approaches to professional selling - Insightful interviews with sales professionals sharing their experience and insights at the end of some chapters

52 Sales Management Tips: The Sales Managers' Success Guide

Author : MR Steven Rosen
Publisher :
ISBN 13 : 9780991754601
Total Pages : 70 pages
Book Rating : 4.7/5 (546 download)

DOWNLOAD NOW!

Book Synopsis 52 Sales Management Tips: The Sales Managers' Success Guide by : MR Steven Rosen

Download or read book 52 Sales Management Tips: The Sales Managers' Success Guide written by MR Steven Rosen and published by . This book was released on 2012-11-14 with total page 70 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Overworked and under-supported front line sales managers are desperately looking for resources to improve their performance. This book was written for sales managers who understand the need to develop themselves. They have figured out that they must take charge of their own success."--P. [4] of Cover.

The Secrets of Great Sales Management

Author : Robert A. Simpkins
Publisher : AMACOM/American Management Association
ISBN 13 : 9780814428092
Total Pages : 232 pages
Book Rating : 4.4/5 (28 download)

DOWNLOAD NOW!

Book Synopsis The Secrets of Great Sales Management by : Robert A. Simpkins

Download or read book The Secrets of Great Sales Management written by Robert A. Simpkins and published by AMACOM/American Management Association. This book was released on 2004 with total page 232 pages. Available in PDF, EPUB and Kindle. Book excerpt: "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."

SPIN® -Selling

Author : Neil Rackham
Publisher : Taylor & Francis
ISBN 13 : 1000111482
Total Pages : 253 pages
Book Rating : 4.0/5 (1 download)

DOWNLOAD NOW!

Book Synopsis SPIN® -Selling by : Neil Rackham

Download or read book SPIN® -Selling written by Neil Rackham and published by Taylor & Francis. This book was released on 2020-04-28 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt: True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

Building a Winning Sales Management Team

Author : Andris A. Zoltners
Publisher : Zs Associates, Incorporated
ISBN 13 : 9780985343606
Total Pages : 284 pages
Book Rating : 4.3/5 (436 download)

DOWNLOAD NOW!

Book Synopsis Building a Winning Sales Management Team by : Andris A. Zoltners

Download or read book Building a Winning Sales Management Team written by Andris A. Zoltners and published by Zs Associates, Incorporated. This book was released on 2012 with total page 284 pages. Available in PDF, EPUB and Kindle. Book excerpt: First-line sales managers (FLMs) play a key role in helping a sales organization drive profitable revenue growth in an ever-changing business environment. But although directly responsible for managing and driving sales force performance, FLMs often don't get enough time, attention, and resources from sales leaders. "Building a Winning Sales Management Team" shows just how important FLMs are to sales organizations--and what happens when companies underinvest in these key players. Authors of four previous books on sales management, Zoltners, Sinha and Lorimer show in "Building a Winning Sales Management Team" just how companies can nurture successful FLMs and improve sales force productivity. The book has dozens of real-life examples of how investing in first-line management paid off in a big way. In developing the book, the authors collaborated with leaders from some of the world's top companies. The authors also draw on their cumulative experience as sales and marketing consultants, faculty members at Northwestern University's Kellogg School of Management, and business speakers and writers to produce fresh, completely original insights on sales force effectiveness. "Building a Winning Sales Management Team" shows in detail exactly how companies can improve FLM performance. The authors reveal eight key drivers for defining, creating and enabling a successful first-line sales management team, and show how FLMs are critical facilitators of change. The book also includes a self-assessment tool to help organizations determine the right priorities to start improving sales management team performance.