More ProActive Sales Management Avoid the Mistakes Even Great Sales Managers Make -- And Get Extraordinary Results

More ProActive Sales Management Avoid the Mistakes Even Great Sales Managers Make -- And Get Extraordinary Results
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More ProActive Sales Management:

Avoid the Mistakes Even Great Sales Managers Make -- And Get Extraordinary Results

by William "Skip" Miller



Overview

Managing great sales is different than making great sales. This book shows readers how to avoid the most common mistakes of their trade.

Building on the concrete advice and practical, powerful strategies revealed in its predecessor, More ProActive Sales Management provides harried sales managers with a proven method for managing the sales process and their people. Packed with specific, field-tested techniques, this helpful guide focuses on the five primary areas in which mistakes occur: internal team decisions, upward decisions, sales decisions, infrastructure decisions, and decisions regarding the manager himself. Readers will learn how to:

regain control of their time

• create a proactive sales culture

• motivate a sales team

• use simple yet powerful metrics

• weed out failures quickly

• coach and counsel up and down the sales organization

• reduce reports to one sheet of paper and 10 minutes a week

• forecast more confidently

This book shows sales managers at every level how to manage for great results!

About the Author

William "Skip" Miller (Los Gatos, CA) is president of M3 Learning, a sales and management development company, and an instructor for numerous AMA sales management training programs. He is the author of ProActive Selling , ProActive Sales Management , and Ultimate Sales Tool Kit.