ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game

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ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game

Format:  Hardcover,

240 pages

Publisher: Amacom Books

Publish Date: Jul 2009

ISBN-13: 9780814414569

ISBN-10: 0814414567

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Book Information

The following content was provided by the publisher.
Today's sales managers have to be quicker than ever, being more proactive about hiring the best performers and retaining them, multi-tasking, and managing complex sales processes in order to close more and more deals. This book provides readers with 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: - motivate a sales team - get their sales team to prospect and qualify - create a proactive sales culture - effectively coach and counsel up and down the sales organization - reduce reports to one sheet of paper and 10 minutes a week - forecast with up to 90% accuracy - take A players to A+ levels Packed with all new metrics and tactics for making the numbers in today's sales environment, this is an important resource no sales manager should be without.

Specifications

Author:
Publisher: Amacom Books
Publish Date: Jul 2009
ISBN-13: 9780814414569
ISBN-10: 0814414567
Format: Hardcover
Number of Pages: 240
Shipping Weight (in pounds): 2.0
Product in Inches (L x W x H): 6.3 x 0.92 x 9.12

Chapter outline

Acknowledgmentsp. ix
Prefacep. xi
ProActive Sales Manager-Defining the New Breed of Sales Managerp. 1
What Is the Actual Role of the Sales Manager?p. 3
What Makes a Successful Salesperson?p. 4
What Makes a Successful Sales Manager/p. 7
What are the Similarities Between the Two Skills?p. 9
What Tasks Does the Sales Manager Perform on a Day-to-Day Basis?p. 10
What Expectations are Placed on the Sales Manager?p. 11
Manage the Process, Not Just the Peoplep. 12
The First Tool-Think Three To Six Months Into The Futurep. 13
The Second Tool-Be ProActivep. 14
The Third Tool-Develop Objectives-M2O/tp. 17
The Fourth Tool-Call For Helpp. 18
The Fifth Tool-Have Your People Effectively Manage Themselvesp. 20
How Do I Know Whether I Am an Effective Leader?p. 21
Grenade Wallsp. 21
Two Rules of Leadershipp. 22
Creating a Sales Culture Is Job #1p. 23
Sales Cultures and the Ability to Communicate Themp. 24
The Pygmalion Effectp. 25
Thinking ProActively-Thinking in the Futurep. 27
Current Sales Culturep. 28
Current Company Culturep. 29
Sales Team Culture Nine to Twelve Months Outp. 29
Creating the Culture ProActively and Implementing Itp. 30
Be The Futurep. 31
Think Culture Before Tacticsp. 32
Go Backwardp. 32
Create And Communicate Your M2O/t'sp. 34
The Value Pyramids-Advanced FutureVsion Workshopp. 35
You Can't Ride the Busp. 38
Manage the Right Things-Time and Peoplep. 40
Managing Timep. 41
Maximize and Investp. 41
The Sales Manager 80/20 Rulep. 42
Managing the A Playersp. 43
Show Me the Money-An Insurance Policyp. 48
Planning-Focus on Tomorrow; Today Is Over powerHourp. 52
Measure It-Setting Measurable Objectives That Workp. 53
Revenue Numbers Are Reactivep. 54
Revenue Numbers Measure the Wrong Thingp. 55
Subjective and Objective Measurementsp. 55
The Skip Miller Sales Management Success Formulap. 56
Frequencyp. 56
Competenciesp. 57
Miller17p. 57
Finding and Recruiting the Best Sales Teamp. 63
How to Interview and Hire the Right Salesperson the First Timep. 63
The Law and the interviewp. 64
Questions You Cannot Askp. 65
The Hiring Processp. 67
The Three Processp. 68
Intial Homeworkp. 69
View Your Current Organization and Culturep. 70
Objective Sales Team Culture Assessmentp. 71
Where to Find the Good Onesp. 75
Distribution Channels for Candidatesp. 75
Recruitingp. 80
Advertisingp. 84
Prepare for the Interviewp. 85
Objective and Subjective Measurementsp. 85
The Interview Processp. 103
The A-B-C Interview Processp. 103
The Twenty-Minute Interview Processp. 106
A Simple But Effective Interview Process: Connect-Draw-Give-Closep. 107
Interview-Sales Callp. 110
Tools for the Sales Interviewp. 111
Who Closes Whomp. 117
Characteristics of a Great Salespersonp. 118
ProActive Reference Checksp. 120
The Offer That Worksp. 122
The Subjective Interview: The Final Assesmentp. 124
Celebrate Success: Closing the Dealp. 125
Corrective Actionp. 127
Starting a Corrective Action Processp. 127
The Corrective Action Processp. 128
Counselingp. 129
Written Warningp. 130
Use of Metricsp. 132
Final Written Warningp. 135
Terminationp. 136
Termination Guidelinesp. 136
It's Not Your Responsibilityp. 139
Coaching and Counseling Through the Processp. 141
Final Thoughtsp. 141
ProActive Management Skillsp. 142
Coaching and Counseling: How to Be a Master Communicator in Any Organizationp. 142
Coaching and Counselingp. 142
The Coaching/Counseling Wheelp. 144
The Coaching Sales Callp. 145
The Coaching Callp. 147
The Joint Sales Callp. 149
The Unexpected Sales Callp. 150
Focus on the A Playersp. 151
Coaching and Counseling Your Boss Effectivelyp. 151
Motivation-Know Why People Do What They Do and Be One Step Aheadp. 154
Praisep. 157
Reward and Recognitionp. 157
Learn-and-Grow Challengesp. 159
Motivational Directionp. 161
Using Technology to Communicatep. 163
If You Can't Measure It, Why Do It?p. 164
Track the Maybesp. 165
Keep the Insurancep. 166
Manage to One Sheet of Paper: The 30-60-90 Reportp. 169
30-60-90 Rulesp. 169
The 30-60-90 Reportp. 171
Effective Reports in Ten Minutes a Weekp. 180
Geeting Reports in on Timep. 182
What Kind of a Manager Are You?p. 182
Expense Managementp. 184
Territory Planning, Compensation, and Rewardsp. 185
Strategically Deploying the Sales Teamp. 185
The ProActive Sales Matrixp. 186
Dead Zonep. 190
Maintain Zonep. 190
Red Zonep. 191
Compensationp. 193
Strategic vs. Tactical cCompensationp. 193
ProActive Compensation Guidelinesp. 193
Compensation and Territory Timingp. 199
The Law of Compensation Plan Timingp. 201
The Revenue Curvep. 201
Stack Rankingsp. 203
Sales Trainingp. 204
The Five Sales Competenciesp. 204
Create Leverage-Rewards and Praisep. 207
Stay Focused or Pay Free Moneyp. 208
Sales Meetingsp. 210
When and How to have successful Sales Meetingsp. 210
Agenda Planningp. 211
Time Planningp. 213
Content Planningp. 214
Optional Meetingsp. 215
Create the ProActive Action Planp. 218
The Coaching Wall of Principlesp. 218
Setting Goals and Making Them Workp. 221
Short-Term vs. Long-Term Goalsp. 222
Measurable Goalsp. 222
Communicationp. 225
Go and Make Differencep. 225
The A-B-C Bell Curve Applies to Managers as Wellp. 226
The Support Structure Back at the Officep. 226
The Technology of Salesp. 228
Decreasing Order Timep. 228
Increasing the Salesperson's Ability to Sellp. 229
Increasing Breadth and Depthp. 232
The New Processp. 232
The New Dashboardp. 233
Getting Things Done in a Team Sellp. 234
Getting Things Done with Your Customersp. 234
Discipline and the Will to Changep. 234
Indexp. 237

Book description

Today’s sales managers have to be quicker than ever, being more proactive about hiring the best performers and retaining them, multi-tasking, and managing complex sales processes in order to close more and more deals. This book provides readers with 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:

motivate a sales team

• get their sales team to prospect and qualify

• create a proactive sales culture

• effectively coach and counsel up and down the sales organization

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

• forecast with up to 90% accuracy

• take A players to A+ levels

Packed with all new metrics and tactics for making the numbers in today’s sales environment, this is an important resource no sales manager should be without.

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