Sales Leader's Problem Solver: Practical Solutions to Conquer Management Mess-ups, Handle Difficult Sales Reps, and Make the Most of Every Opportunity

Sales Leader's Problem Solver: Practical Solutions to Conquer Management Mess-ups, Handle Difficult Sales Reps, and Make the Most of Every Opportunity

by Suzanne Paling

Paperback(First Edition)

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Product Details

ISBN-13: 9781632650702
Publisher: Red Wheel/Weiser
Publication date: 11/21/2016
Edition description: First Edition
Pages: 256
Sales rank: 465,867
Product dimensions: 6.00(w) x 8.90(h) x 0.70(d)

About the Author


With more than 25 years of experience in sales management consulting and coaching, Suzanne M. Paling has helped more than 55 companies improve their sales performance and processes. Clients include product and service firms in the manufacturing, software, publishing, distribution, medical, and construction industries. She writes for Entrepreneur.com and American Business Magazine, and publishes a monthly newsletter. Paling is the author of the award-winning book The Accidental Sales Manager, published by Entrepreneur Press.

Table of Contents

Foreword 11

Introduction 15

Chapter 1 The Inconsistent Sales Rep 23

Chapter 2 Selling Only to Existing Customers 37

Chapter 3 Social Media Paralysis 53

Chapter 4 Salesperson Fiefdom 69

Chapter 5 Trouble With Titles 83

Chapter 6 CRM Non-Compliance 97

Chapter 7 The Mysterious Remote Salesperson 113

Chapter 8 Unethical Behavior 131

Chapter 9 Misaligned Territories 143

Chapter 10 The Selling Sales Manager 159

Chapter 11 The Superstar Sales Manager 177

Chapter 12 Loosely Defined Sales Cycle 195

Chapter 13 The Mediocre Rep 209

Chapter 14 Unqualified Vice President of Sales 223

Chapter 15 High Base Salary 237

Index 251

About the Author 253

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