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The Secrets of Great Sales Management Robert A. Simpkins

The Secrets of Great Sales Management von Robert A. Simpkins

The Secrets of Great Sales Management Robert A. Simpkins

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Zusammenfassung

Reflecting the view that Sales managers are expected to lead the sales team in an effort not just to close deals, but contribute to the overall strategic rationale of the organization, this book gives readers a proven process for keeping pace with the issues revolutionizing sales management, as well as managing their own careers.

The Secrets of Great Sales Management Zusammenfassung

The Secrets of Great Sales Management: Advanced Strategies for Maximising Performance Robert A. Simpkins

The most advanced strategies for tomorrow's sales managers. The new breed of sales manager is expected to lead the sales team in an effort not just to close deals, but contribute to the overall strategic rationale of the organization. The Secrets of Great Sales Management gives readers a proven, step-by-step process for keeping pace with the issues currently revolutionizing sales management, as well as managing their own careers.

Über Robert A. Simpkins

Robert A. Simpkins (City, ST) is founder and President of Global Crosswinds, an international advisory and training firm focusing on the development of sales and marketing professionals. He is a member of the American Management Association faculty team, delivering over sixty sales and marketing seminars a year.

Inhaltsverzeichnis

Introduction I. Planning Chapter 1: The Changing World of Sales Management What's Expected of You? Knowing the Business Realities: Situational Analysis Customer Values Benchmarking Developing Critical Objectives Chapter 2: Planning for Today and Tomorrow The Value of Planning A Snapshot of Today Scenario and Simulation Planning Determining Prioritized Corporate Objectives Clarifying Short-Term, Intermediate, and Long-Term Goals Creating Directional Statements for Your Sales Team: Determining Resource Requirements and Availability Chapter 3: Crafting the Professional Sales Force Setting Out Your Goals Establishing Performance Objectives and Measurements Raising the Bar for Existing Sales Team Members Using the New Performance Standards to Hire II. Preparing Chapter 4: Finding the Sales Team Talent Recruiting and Hiring Practices How to Recruit Interviewing Best Practices Understanding the Legal and Ethical Ramifications of Recruiting and Hiring Chapter 5: Strengthening the Sales Team The Strong Grow Stronger Linking Organizational Processes Selecting and Implementing Critical Technologies Understanding Evolving Technologies and Software Contact Management Software (CMS) Customer Relationship Management Software (CRM) Enterprise-Wide Software Using Technology as a Point of Differentiation. Effective Development and Training Initiatives Determining Strengths and Weaknesses of Individual Team Members Creating Individualized Plans for Growth Getting the Sales Professional's Buy-In Chapter 6: Compensation Programs That Drive Superior Performance Sales Force Compensation Making Sure Your Compensation Plan Drives the Desired Objectives Weighing Compensation Plan Variations Watching for Negative Results Fine-Tuning the Plan Making the Plan Fair for Everyone III. Producing Chapter 7: Now Lead: Measuring and Managing Performance Sales Forecasting Performance Evaluations Understanding Changes in the Territories and the Marketplace That Impact Performance Recognizing Individual Challenges Identifying All Contributors to a Forecast Communicating the Results to Senior Management Chapter 8: Coaching and Counseling The Art of Coaching Coaching Skills to Improve Performance The Ride-Along or Co-Calling Coaching Session The Office Coaching Session Creating a Motivational Environment Dealing with Difficult Times Counseling the Problem Team Member Managing Dismissals Intelligently Legal Considerations Chapter 9: Looking Toward the Future Creating Career Development Plans for Your Sales Team Members Matching the Plan to Goals Preparing for Turnover Succession and Legacy Planning Wearing the Mantle of Leadership Conclusion A Leadership Growth Plan A Checklist for Success

Zusätzliche Informationen

GOR006307055
9780814472385
0814472389
The Secrets of Great Sales Management: Advanced Strategies for Maximising Performance Robert A. Simpkins
Robert A. Simpkins
Gebraucht - Sehr Gut
Gebundene Ausgabe
Amacom
20040813
224
N/A
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