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ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game Hardcover – July 15, 2009
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One of Selling Power Magazine's Ten Best Books to Read in 2010.
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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Top Customer Reviews
"ProActive Sales Management" is an indispensable guide for any professional sales manager, from the newest to the most seasoned. This is a practical, actionable blueprint for building and managing a winning sales organization.
The core of "ProActive Sales Management" is a set of tools that can be immediately applied to a variety of sales management challanges, regardless of size of sales force, type of industry, or even geographic region. Our own organization has successfuly applied these methods in the US, Europe, Asia, Canada and Latin America.
The key strength of this book is its common-sense approach. This is not about dogma or ideology, as so many sales and sales management books are. This is about getting the job done, and doing it well. If you manage salespeople, or if you aspire to being a sales manager, you must read this book!
Read the first chapter in a book store somewhere, and save the $$$
ProActive Sales Management is the most effective, easy to implement structured approach I have seen yet. I would also buy this book for all your strong sales people. They'll gain valuable insight into what skills they need to succeed as an individual contributor, and you'll be developing your next manager as part of your succession plan.
Jim Zahka, Vice President of Sales, Knowledge Impact, Inc.
As far as the comments of one reviewer, giving the impression that fixing a salesperson is better than replacing one doesn't seem to know much about management or people. 40 years of Gallup research shows that people don't get fixed and they don't change. As manager's of any kind, it's our duty to put people in the right positions, even if that means it's not sales.
Most Recent Customer Reviews
Want to know if you have what it takes to make it in the profession of Sales? Read this book!Published 3 months ago by RSO
Lots of good insight but too prescriptive in many areas. Maybe good for new management but really redundant for more senior managers. Read morePublished 6 months ago by Leon Trefler
Skip Miller is a great sales trainer and this book is a great look at how to be an effective sales manager. Read morePublished 6 months ago by Michael Hourihan
Good path for sales managers!
Very relatable for those of us in sales. Interesting, easy read. Good tool for a sales manager
This is a great tactical book for sales managers. It gives you the key sales manager "What to do" and "How to dos" that can keep you on track or provide plan for... Read morePublished 23 months ago by can't sleep guy
Pro Active Sales Management by Skip Miller
This is definitely not a new way to look at the sales management concept as a whole. Read more
"Good sales people don't always make good sales managers."
This book explains the differences between the two professions very, very well! Read more