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Author : Noel Capon
Publisher : Wessex, Incorporated
ISBN 13 : 9781732546936
Total Pages : 296 pages
Book Rating : 4.5/5 (469 download)
Download or read book The Front Line Sales Manager written by Noel Capon and published by Wessex, Incorporated. This book was released on 2018-09-13 with total page 296 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : David Brock
Publisher : Partners in Excellence
ISBN 13 : 9780997560206
Total Pages : 358 pages
Book Rating : 4.5/5 (62 download)
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
Author : Norman Behar, David Jacoby, Ray Makela
Publisher : Sales Readiness Group
ISBN 13 : 0997464011
Total Pages : 108 pages
Book Rating : 4.9/5 (974 download)
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 108 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.
Author : MR Steven Rosen
Publisher :
ISBN 13 : 9780991754601
Total Pages : 70 pages
Book Rating : 4.7/5 (546 download)
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.
Author : Chris Zook
Publisher : Harvard Business Review Press
ISBN 13 : 1633691179
Total Pages : 223 pages
Book Rating : 4.6/5 (336 download)
Download or read book The Founder's Mentality written by Chris Zook and published by Harvard Business Review Press. This book was released on 2016-05-17 with total page 223 pages. Available in PDF, EPUB and Kindle. Book excerpt: A Washington Post Bestseller Three Principles for Managing—and Avoiding—the Problems of Growth Why is profitable growth so hard to achieve and sustain? Most executives manage their companies as if the solution to that problem lies in the external environment: find an attractive market, formulate the right strategy, win new customers. But when Bain & Company’s Chris Zook and James Allen, authors of the bestselling Profit from the Core, researched this question, they found that when companies fail to achieve their growth targets, 90 percent of the time the root causes are internal, not external—increasing distance from the front lines, loss of accountability, proliferating processes and bureaucracy, to name only a few. What’s more, companies experience a set of predictable internal crises, at predictable stages, as they grow. Even for healthy companies, these crises, if not managed properly, stifle the ability to grow further—and can actively lead to decline. The key insight from Zook and Allen’s research is that managing these choke points requires a “founder’s mentality”—behaviors typically embodied by a bold, ambitious founder—to restore speed, focus, and connection to customers: • An insurgent’s clear mission and purpose • An unambiguous owner mindset • A relentless obsession with the front line Based on the authors’ decade-long study of companies in more than forty countries, The Founder’s Mentality demonstrates the strong relationship between these three traits in companies of all kinds—not just start-ups—and their ability to sustain performance. Through rich analysis and inspiring examples, this book shows how any leader—not only a founder—can instill and leverage a founder’s mentality throughout their organization and find lasting, profitable growth.
Author : Jason Jordan
Publisher : McGraw Hill Professional
ISBN 13 : 0071769617
Total Pages : 272 pages
Book Rating : 4.0/5 (717 download)
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.
Author : Chris Lytle
Publisher : John Wiley & Sons
ISBN 13 : 1118063937
Total Pages : 261 pages
Book Rating : 4.1/5 (18 download)
Download or read book The Accidental Sales Manager written by Chris Lytle and published by John Wiley & Sons. This book was released on 2011-03-29 with total page 261 pages. Available in PDF, EPUB and Kindle. Book excerpt: Key skills to make sales managers better developers of salespeople Get out of the firefighting business and into the business of developing the people who develop your profits. Successful salespeople rightfully become sales managers because of superior sales records. Yet too often these sales stars get stuck doing their old sales job while also trying to juggle their manager role, and too often companies neglect to train their sales managers how to excel as managers. That's the "sales management trap," and it's exactly what The Accidental Sales Manager addresses and solves. Full of helpful steps you can apply immediately?whether you're training a sales manager, or are one yourself?this practical guide reveals step-by-step methods sales managers can use to both learn their jobs and lead their teams. Get tactics to stop burning time and exhausting yourself, while taking effective actions to use time better as a leader Discover how to integrate learning into leading and make sales meetings an active conversation on what works and what doesn't Author has a previous bestseller, The Accidental Salesperson Don't get caught in the "sales management trap" or, if you're in it, get the tools you need to escape it. Get The Accidental Sales Manager and lead your team to do what you do best: make sales, drive profits, and get winning results.
Author : Alison Green
Publisher : Ballantine Books
ISBN 13 : 0399181822
Total Pages : 306 pages
Book Rating : 4.3/5 (991 download)
Download or read book Ask a Manager written by Alison Green and published by Ballantine Books. This book was released on 2018-05-01 with total page 306 pages. Available in PDF, EPUB and Kindle. Book excerpt: From the creator of the popular website Ask a Manager and New York’s work-advice columnist comes a witty, practical guide to 200 difficult professional conversations—featuring all-new advice! There’s a reason Alison Green has been called “the Dear Abby of the work world.” Ten years as a workplace-advice columnist have taught her that people avoid awkward conversations in the office because they simply don’t know what to say. Thankfully, Green does—and in this incredibly helpful book, she tackles the tough discussions you may need to have during your career. You’ll learn what to say when • coworkers push their work on you—then take credit for it • you accidentally trash-talk someone in an email then hit “reply all” • you’re being micromanaged—or not being managed at all • you catch a colleague in a lie • your boss seems unhappy with your work • your cubemate’s loud speakerphone is making you homicidal • you got drunk at the holiday party Praise for Ask a Manager “A must-read for anyone who works . . . [Alison Green’s] advice boils down to the idea that you should be professional (even when others are not) and that communicating in a straightforward manner with candor and kindness will get you far, no matter where you work.”—Booklist (starred review) “The author’s friendly, warm, no-nonsense writing is a pleasure to read, and her advice can be widely applied to relationships in all areas of readers’ lives. Ideal for anyone new to the job market or new to management, or anyone hoping to improve their work experience.”—Library Journal (starred review) “I am a huge fan of Alison Green’s Ask a Manager column. This book is even better. It teaches us how to deal with many of the most vexing big and little problems in our workplaces—and to do so with grace, confidence, and a sense of humor.”—Robert Sutton, Stanford professor and author of The No Asshole Rule and The Asshole Survival Guide “Ask a Manager is the ultimate playbook for navigating the traditional workforce in a diplomatic but firm way.”—Erin Lowry, author of Broke Millennial: Stop Scraping By and Get Your Financial Life Together
Author : Mike Weinberg
Publisher : AMACOM
ISBN 13 : 0814436447
Total Pages : 243 pages
Book Rating : 4.8/5 (144 download)
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 case studies, 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 can 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 and examples 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!
Author : Kevin F. Davis
Publisher : Greenleaf Book Group
ISBN 13 : 1626343896
Total Pages : 164 pages
Book Rating : 4.6/5 (263 download)
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 164 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.
Author : R K Srivastava
Publisher : Excel Books India
ISBN 13 : 9788174466525
Total Pages : 244 pages
Book Rating : 4.4/5 (665 download)
Download or read book Sales Management written by R K Srivastava and published by Excel Books India. This book was released on 2003 with total page 244 pages. Available in PDF, EPUB and Kindle. Book excerpt: The survival and of many products and companies depend upon the marketing strategies adopted by them. In the rapidly changing scenario of markets, when even propaganda and advertisements are unable to do the magic, it is the dedicated marketing professionals who compel the customer to purchase their goods and services. In today’s business strategies, production of goods and services are not the end and means of everything. Neither financial or personnel management, nor inventory or time management are important today. It is Sales Management which has the last laugh over every other aspect of the business. Many a time it has been seen hat a better quality product or service has given place to an inferior quality product or service only due to superb marketing management. This book is a path-breaking effort and opens up a new dimension in the field of sales management, which is suitable to the present day needs and requirements. It takes into consideration the different academic aspects of Marketing and Sales Management for undergraduate and postgraduate students. This book would be of great help to managerial practitioners at any organizational level who are responsible for a function, department or a set of responsibilities.
Author : Brian Signorelli
Publisher : John Wiley & Sons
ISBN 13 : 1119473276
Total Pages : 288 pages
Book Rating : 4.1/5 (194 download)
Download or read book Inbound Selling written by Brian Signorelli and published by John Wiley & Sons. This book was released on 2018-04-16 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: Change the way you think about sales to sell more, and sell better. Over the past decade, Inbound Marketing has changed the way companies earn buyers’ trust and build their brands – through meaningful, helpful content. But with that change comes unprecedented access to information in a few quick keystrokes. Enter the age of the empowered buyer, one who no longer has to rely on a sales rep to research their challenges or learn more about how a company’s offering might fit their needs. Now, with more than 60% of purchasing decisions made in the absence of a sales rep, the role of the rep itself has been called into question. With no end in sight to this trend, sales professionals and the managers who lead them must transform both the way they think about selling and how they go about executing their sales playbook. Expert author and HubSpot Sales Director, Brian Signorelli has viewed the sales paradigm shift from the inside—his unique insights perfectly describe the steps sales professionals must take to meet the needs of the empowered customer. In this book, readers will learn: How inbound sales grew out of inbound marketing concepts and practices A step-by-step approach for sales professionals to become inbound sellers What it really means to be a frontline sales manager who leads a team of inbound sellers The role executive leadership plays in affecting an inbound sales transformation For front-line seller, sales manager, executives, and other sales professionals, Inbound Selling is the complete resource to help your business thrive in the age of the empowered buyer.
Author : Robert E. Hinson
Publisher : IAP
ISBN 13 : 1641133481
Total Pages : 243 pages
Book Rating : 4.6/5 (411 download)
Download or read book Sales Management written by Robert E. Hinson and published by IAP. This book was released on 2018-09-01 with total page 243 pages. Available in PDF, EPUB and Kindle. Book excerpt: In a fast-moving era of increased international competition, frontier markets must devise innovative ways to meet demanding sales targets and maintain profitability. These efforts will only succeed when local businesses abandon the concept of sales as a checklist of persuasive arguments that lead a customer to make a purchase and accept that building enduring customer relationships is the key to achieving sales goals. To understand what it means to sell successfully, sales representatives must develop a solid foundation in selling skills and an understanding of the critical elements needed to achieve sales goals. By delving into the foundational concepts related to leveraging sales as a tool for organisational profit, the authors give readers important insights into the critical elements of the sales process, including consultative selling, sales force management, qualities of effective leadership in sales, and the use of technological tools such as Customer Relationship Management (CRM) and Sales Force Automation (SFA) systems. This book includes insightful contributions from leading sales and marketing practitioners across the continent of Africa on characteristics of successful salespeople and how to recruit them, the crucial role of sales leadership, sales team training methods and strategies for developing customer relationship management programs. Case studies tie theory to practice and short quizzes help readers test their understanding of the material. Written in an accessible and reader-friendly format, this book is primarily aimed at undergraduate students with a secondary audience comprised of postgraduate students and business practitioners. ENDORSEMENTS: "Successful corporate marketing strategies are formulated around the delivery of value to consumers while maintaining a competitive advantage. Sales Management: A Primer for Emerging Markets offers innovative ways to locate, nurture, and develop long-term win-win relationships with key stakeholders. Readers will be rewarded with achievable concepts that will lay the foundation for developing a pattern of profitable sales. Highly recommended for undergraduate and graduate students as a well-crafted textbook drawing on real-world experience, for academicians as a reliable teaching tool, and for practitioners in the world of business seeking tested guidelines for marketing success." ~ Amon Chizema, Professor of Corporate Governance & Strategy; Birmingham Business School; University of Birmingham, UK "Sales Management: A Primer for Frontier Markets is a “must read” for future and current managers seeking innovative strategies for ensuring long-term repeat business with customers and consumers while maintaining a sustainable competitive advantage. Discussions on consultative selling, the role of ethics in sales, and the stages of the personal selling process have been specifically detailed and grounded in peer-reviewed case-study findings. A highly recommended read for undergraduate and graduate students, academicians, and business managers pursuing up-to-date insights into selling, customer service, marketing management, small business management, and retailing." ~ Patrick Awotwi, Commercial Director; The Coca-Cola Bottling Company of Ghana and Author of “Consider it Sold: A Seller’s Point of View”
Author : Robert J. Calvin
Publisher : McGraw Hill Professional
ISBN 13 : 9780071442299
Total Pages : 270 pages
Book Rating : 4.4/5 (422 download)
Download or read book Sales Management written by Robert J. Calvin and published by McGraw Hill Professional. This book was released on 2004-03-22 with total page 270 pages. Available in PDF, EPUB and Kindle. Book excerpt: THE MCGRAW-HILL EXECUTIVE MBA SERIES "Executive education is suddenly every CEO's favorite strategic weapon." --BusinessWeek Now repackaged in easily transportable paperback editions, these informative titles--written by frontline executive education professors and modeled after the programs of the nation's top business schools--will find new popularity with today's on-the-go, every-second-counts executive.
Author : GERARD ASSEY
Publisher : V&S Publishers
ISBN 13 : 9352150910
Total Pages : 100 pages
Book Rating : 4.3/5 (521 download)
Download or read book HOW TO BECOME A SUCCESSSFUL MANAGER written by GERARD ASSEY and published by V&S Publishers. This book was released on 2015-09-01 with total page 100 pages. Available in PDF, EPUB and Kindle. Book excerpt: The book details the basics of Frontline Sales Management and broadly covers all aspects of managerial skills presented by a veteran with over two decades experience in sales and sales management with topics ranging from: *Managing oneself in terms of time and priorities to setting goals *Interviewing sales personnel, importance of training *Conducting training workshops, delegation, problem-solving, managing meetings, caring for the customer... and lots more. The book will empower Sales Managers with winning strategies on various aspects of management applicable to any type of organisation, regardless of the product or service (with emphasis on on-going coaching skills and self-development the most important areas for any Sales Manager). Packed with powerful, practical insights, each chapter is written in an independent, easy-to-read manner. Bite-sized Bits on Common-sense Management is a book that no ambitious Sales Manager can afford to miss.
Author : Glenn E. Singleton
Publisher : Corwin
ISBN 13 : 9780761988779
Total Pages : 304 pages
Book Rating : 4.9/5 (887 download)
Download or read book Courageous Conversations About Race written by Glenn E. Singleton and published by Corwin. This book was released on 2005-11-18 with total page 304 pages. Available in PDF, EPUB and Kindle. Book excerpt: Deepen your understanding of racial factors in academic performance and discover new strategies for closing the achievement gap! Examining the achievement gap through the prism of race, the authors explain the need for candid, courageous conversations about race in order to understand why performance inequity persists. Through these "courageous conversations," educators will learn how to create a learning community that promotes true academic parity. Practical features of this book include: Implementation exercises Prompts, language, and tools that support profound discussion Activities and checklists for administrators Action steps for creating an equity team
Author :
Publisher : Excel Books India
ISBN 13 : 9350622092
Total Pages : 239 pages
Book Rating : 4.3/5 (56 download)
Download or read book Sales Management written by and published by Excel Books India. This book was released on with total page 239 pages. Available in PDF, EPUB and Kindle. Book excerpt:
