Written expressly for on-the-go sales managers who don't have the time to wade through wordy prose or academic theory, this book is fast-paced and results-oriented. Superstar Sales Manager's Secrets contains scores of easy-to-implement strategies, checklists, and action plans for anyone who's managing a sales team. The book's wisdom is culled from the author's own experience as a top sales manager, as well as feedback from the thousands of managers who have participated in his training programs and seminars.
This revised and updated edition is not only a guide to coaching and training sales reps in the skills they need, it's a handbook full of practical tools and motivational strategies to help reps generate activity and get the business. It covers the broad array of skills that every manager -- from the newly appointed to the more experienced -- needs to succeed. It contains valuable information and insights in such areas as hiring and recruiting, effective field coaching skills, running effective sales meetings, and utilizing the most up-to-date technological resources without giving up the personal, human touches necessary to inspire and motivate sales teams.
|Product dimensions:||5.25(w) x 8.25(h) x (d)|
About the Author
Barry Farber is the president of Farber Training Systems and the Diamond Marketing Group. He is one of America's most dynamic and entertaining speakers and the author of ten books on sales, management, and personal achievement, including Superstar Sales Secrets and Diamond Power (both from Career Press). For more information about Barry, visit www.barryfarber.com.
Table of Contents
|Chapter 1||What Sales Managers Are Made of||15|
|Chapter 2||How to Hire Effectively||25|
|Chapter 3||The Sales Manager's Role||49|
|Chapter 4||Sales Rep Performance Evaluation||73|
|Chapter 5||Time Management and Technology||87|
|Chapter 6||Sales Rep Performance Improvement||99|
|Chapter 7||Running Effective Sales Meetings||123|
|About the Author||157|