7 Secrets to Successful Sales Management: The Sales Manager's Manual [Hardcover]

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! A practical, hands-on guide to sales management, 7 Secrets to Successful Sales Management presents an integrated approach to sales management. It combines the author's years of management experience with innovative, cutting-edge strategies for motivating the sales force, recruiting quality salespeople, and training new employees. The author focuses on key factors that sales managers can use to boost sales and maximize productivity and clearly explains concepts such as team selling, ethics, customer service, and conflict resolution. The book provides a step-by-step approach to performance management and effective motivation.THE SALES MANAGER LOOKS AHEADThe Seven Secrets Will Sound FamiliarService, Service, ServiceProblem SolvingLearning to Spot New OpportunitiesTHE SEVEN SECRETSSECRET NO. 1-VISIONWho Are Some People with Vision?Planning Versus VisionThe Visioning ExperienceThe Importance of Personal VisionSECRET NO. 2-LEADERSHIPLearning to Be a LeaderLeaders Are Not Born, They Are MadeTraining for LeadershipLeaders Work Smarter, Not HarderThe Societal Disease of Our TimeThe Next Generation of LeadersThe Secrets of Effective People and CompaniesSources of Employee StressA Few Nuggets to Mine from the Minds of America's Best Sales ManagersSECRET NO. 3-GOALS-YOU MUST HAVE THEMHey, I've Got Goals--In l£3