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Managing the Sales Process: Six Steps to Sales Organization Success [Kindle Edition]

David Masover
5.0 out of 5 stars  See all reviews (7 customer reviews)

Print List Price: $16.99
Kindle Price: $9.98
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Book Description

Sales Management is not easy, but it can be a lot more simple!

There is a point of convergence in sales management that is worth seeking. Attempting to manage CRM, metrics, hiring, firing, compensation, coaching, motivation, training, forecasting and your sales pipeline without an effective sales process to hold it all together can be difficult and frustrating.

It just doesn't need to be that hard!

Managing the Sales Process is the second book from international sales consultant and entrepreneur David Masover. His first book, Mastering Your Sales Process, helps salespeople and sales managers develop a winning sales process. This second book goes a step further and shows sales managers how to manage their sales organization and the people in it using Masover's simple but powerful six step model.

In this practical, tactical, hands-on book, you will learn:
  • How to defy the limitations of the 80/20 rule
  • How to look for the right attributes and skills in the salespeople you want to hire
  • How to develop a sales process that works for you and your team
  • How to use that sales process to manage and motivate your team
  • How and why to hold salespeople accountable for their results
  • How and why you should be continuously recruiting, and growing

To reach any destination, you can travel with or without a map.

     (NOTE: It is much easier with the map!)

The sales process based management system you will learn from this book will give you a clear, easy to build and easy to follow map for sales and sales management success.


Product Details

  • File Size: 479 KB
  • Print Length: 156 pages
  • Publisher: CreateSpace Independent Publishing Platform (July 18, 2012)
  • Sold by: Amazon Digital Services, Inc.
  • Language: English
  • ASIN: B008X0CMBE
  • Text-to-Speech: Enabled
  • X-Ray:
  • Lending: Enabled
  • Amazon Best Sellers Rank: #700,033 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Customer Reviews

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1 of 1 people found the following review helpful
5.0 out of 5 stars Challenging October 28, 2012
By Paul T
Format:Paperback
While David Masover's first book is a straightforward roadmap of the sales process, written in a way that is very motivating for the salesperson, this second book sets out tough challenges for the manager of the sales team. For those of us in charge of a team of sellers, David holds up a no-nonsense mirror and challenges us to count the score. His overriding theme is that we should never accept mediocrity, and he points out numerous traps that sales managers can fall into if they are unwary. If David's messages make the reader uncomfortable at times, that is is exactly his purpose: to show that if we just plod along the comfortable path, niether we, nor those who we have been entrusted to lead, will ever excel. This book points out those landmarks on the sales manager's road where we need to stop for some reflection. I'll definitely have it close at hand on my reference shelf.
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5.0 out of 5 stars Great Read November 30, 2013
Format:Kindle Edition|Verified Purchase
As a first time sales manager I found this book (and it's predecessor) invaluable. Before this book I had always believed sales to be a voodoo quasi art form. Coming from an engineering background this helps me see sales as a quantifiable science. Measurable and therefore fixable.

Thank you
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5.0 out of 5 stars An excellent overview for an organised sales team November 10, 2012
By Istvan
Format:Kindle Edition
I received a copy of the e-book from David who asked me to provide him with my opinion.

I am a business owner with a sales team of two, and in a permanent fight for more and more turnover. Before I read the book, improving the performance of my salespersons had been a mystery as I really had no idea how to begin. By today, however, I have initiated weekly coaching sessions with my sales team. We regularly work both as a think-tank of three and also in 1 on 1 sessions. The clarity of David's work does not only gives the means to improving our results but is motivational for each of us, because we have a sense of direction now and the ideas that keep popping up are immediately assessed and put to use. We have started creating meaningful statistics that help us optimize our sales efforts and improve profitability, and improved on areas that had previously been neglected by our salespersons and myself, including qualification.

As far as any potential improvements to the book are concerned, I would suggest some more insight into how to bring the challenge of competition into the work of the group, and perhaps a little bit more emphasis into the benefits of meaningful statistics.

Nevertheless the book made me realise what my role is as a sales leader and, in addition to providing a firm roadmap of improvements, it also provided me with self-confidence and now I believe I am able to ask the right questions and find additional ways for improvement. And in this business, this all is readily turned into profit.
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5.0 out of 5 stars Real-world guidance September 12, 2012
Format:Paperback
The beauty of what Dave Masover offers is his foundation in real-world selling. I've worked with the content of quite a number of sales leaders and Masover's stands out for its practical and well-structured guidance. Seat-of-your pants sales and sales management isn't viable in today's fast-paced, Internet-driven society. Follow his process and you'll be far more successful.
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More About the Author

David Masover was not a natural born salesperson. In fact, he completely bombed in his first two sales jobs. But sales was the first job that Masover failed at, and he was unwilling to let selling beat him, so he did what the son of a scientist should do. He studied and he experimented. Over a few years and a few jobs, Masover created systems and tested ways of executing and organizing his work. His results began to improve, and while sales is never easy, using his methodology, selling became systematic. Over time, Masover began managing, training, consulting, blogging and writing based on these tried and true organic methods. The result is a proven sales methodology designed to empower anyone with the will to invest the effort to succeed in sales. Masover is an Amazon Kindle best selling author of books on sales and sales management and is co-founder of Branders.com, the world's largest online seller of promotional products, Masover is currently engaged in private sales consulting, blogging and writing.



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