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ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game Hardcover – July 15, 2009

32 customer reviews

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ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game + Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance + Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives
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Editorial Reviews

Review

One of Selling Power Magazine's Ten Best Books to Read in 2010.

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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Product Details

  • Hardcover: 256 pages
  • Publisher: AMACOM; Second Edition edition (July 15, 2009)
  • Language: English
  • ISBN-10: 0814414567
  • ISBN-13: 978-0814414569
  • Product Dimensions: 1 x 6.5 x 9.5 inches
  • Shipping Weight: 1.2 pounds (View shipping rates and policies)
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (32 customer reviews)
  • Amazon Best Sellers Rank: #485,357 in Books (See Top 100 in Books)

More About the Author

William 'Skip' Miller (Los Gatos, CA) is president of M3 Learning, a sales and management development company, and an instructor for numerous AMA sales management training programs.

Customer Reviews

Most Helpful Customer Reviews

19 of 19 people found the following review helpful By Donald Best, Senior VP, WW Sales on December 12, 2000
Format: Hardcover
Managing salespeople is very hard. Contrary to coventional wisdom, being a successful salesperson has very little to do with being a successful sales manager. Too many organizations put good salespeople in management roles with little preparation, and then they wonder why the failure rate for new sales managers is so high.
"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!
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20 of 22 people found the following review helpful By A Customer on March 15, 2002
Format: Hardcover Verified Purchase
Good attempt at writing about sales management, and Skip makes some very solid points in the opening chapter. He points to the need for Leadership as a key element of a good sales manager. Unfortunately, I think Skip knows more about sales than leadership, himself, so he is not great at explaining HOW to be a good leader. He spends a lot of time on how to hire good people, which I agree is important. This might lead some rookie sales managers to fall back on the excuse of inheriting weak sales reps, and worry more about replacing them, than fixing them.
Read the first chapter in a book store somewhere, and save the $$$
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8 of 8 people found the following review helpful By A Customer on August 15, 2003
Format: Hardcover
I always thought that all my years of sales success would transfer to my job as a sales manager -- well, it has been a 2 year roller coaster ride. Until, I read skip's book.....my game plan was to manage the people the way I used to sell, however, ProActive Sales Management showed me that you must "Manage the process, not just the People!" I love the fact that Mr. Miller uses "tools" in his book, so this way I am able to pick and choose the right tool for any given situation. Sales have been climbing since we started implementing these metrics and we are not looking back!
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11 of 12 people found the following review helpful By Jim Zahka on February 14, 2001
Format: Hardcover
Read this book twice. It is brilliant in its simplicity, yet deep in content. Whether you are a veteran sales manager, or new to the world of driving revenue through others, you will be taking notes and developing action plans for your sales organization.
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.
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9 of 10 people found the following review helpful By Jon L. Kinning on March 27, 2001
Format: Hardcover Verified Purchase
Hat's off to Skip! This is an excellent book that has tons of gold nuggets that can be implemented immediately. Skip puts together excellent steps on hiring, discipling and reviewing salespeople. Also, his approach to tracking the pipeline is very valuable, streamlined and pertinent.
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5 of 5 people found the following review helpful By Jimmy Neil on May 7, 2002
Format: Hardcover
Miller is right, "if you're going to fail...fail fast." I agree, in the early stages you have to establish a clear sales culture predicated upon success...this book should be every sales manager's handbook for success. As a Sales Director for a Fortune 50 company, I appreciate the tools we now have to manage "time and people." This book gives you all the tools to hire and maintain talented sales people, grow your top-line and eliminate those "C" reps. ProActive Sales Management is required reading for my sales managers!
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7 of 8 people found the following review helpful By Taylor on February 25, 2007
Format: Hardcover Verified Purchase
Has chapters for the entire Sales Manager life cycle, from vision/culture to interviewing/hiring, to corrective action. Very basic and rudimentary rather than theoretical such as you'd find in sales management course texts. Maybe this is all that's necessary to gain the big picture rather than dealing with various minutia.
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4 of 4 people found the following review helpful By Student of the Game on October 1, 2004
Format: Hardcover
I found the book very good from someone who has done both sales and sales management. The thing I liked best about the book is the tool box concept. As a manger, you don't have to change what you're currently doing, but you may want to adopt some of Skip's tools.

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.
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