Proactive Sales Management: How to Manage More Effectively and Stay Ahead of the Game by William "Skip" Miller, Hardcover | Barnes & Noble
Proactive Sales Management: How to Manage More Effectively and Stay Ahead of the Game

Proactive Sales Management: How to Manage More Effectively and Stay Ahead of the Game

by William "Skip" Miller
     
 

"All sales managers work like crazy, but few are true managers. That's because they tend to fall back on the skills that made them great at sales...instead of adopting the new skills that will make them great managers.

This essential book, which speaks their language, will turn them into management pros. It teaches a proven method for managing the sales

Overview

"All sales managers work like crazy, but few are true managers. That's because they tend to fall back on the skills that made them great at sales...instead of adopting the new skills that will make them great managers.

This essential book, which speaks their language, will turn them into management pros. It teaches a proven method for managing the sales process as well as the salespeople. Packed with specific, field-tested techniques, ProActive Sales Management shows sales managers how to:

• Regain control of their time

• Create a proactive sales culture

• Motivate a sales team

• Manage to simple yet powerful metrics

• Weed out failures quickly

• Effectively coach and counsel up and down the sales organization

• Measure not to revenue, but to the things that create revenue

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

• Forecast more confidently

• Manage the sales organization the way it should be managed."

Editorial Reviews

From the Publisher
ProActive Sales Management is jammed with useful ideas and worth the attention of a manager trying to overhaul the sales culture.”

— Globe & Mail (Toronto)

Booknews
By providing proven, easily implemented methods for managing people and the sales process, this book hopes to help sales managers avoid reactive management, with its long hours and constant stress, and replace it with proactive management. Written for sales managers in any field, the author provides the keys to becoming proactive, more effective and more efficient, which he believes will allow managers to regain control of their lives. Annotation c. Book News, Inc., Portland, OR (booknews.com)

Product Details

ISBN-13:
9780814405451
Publisher:
AMACOM Books
Publication date:
01/28/2001
Pages:
256
Product dimensions:
9.10(w) x 6.20(h) x 1.10(d)
Age Range:
17 Years

Meet the Author

William "Skip" Miller (Los Gatos, CA) is president of M3 Learning, a sales and sales management development company, and an instructor for numerous American Management Association sales management training programs.

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