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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.
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 13 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
I found this book to be of little use. It's written in a style more reminiscent of self-help books rather than professional books, it it very basic and banal in it's examples (with... Read morePublished on February 7, 2011 by Benjamin Knopp
I thoroughly enjoyed the opportunity to use this book in 4 Management Training classes that I recently held. Read morePublished on January 30, 2011 by Amazon Customer
I'm in retail sales management. I bought this book based on the glowing reviews only to find that most of the book wasn't very helpful in the retail aspect of sales management. Read morePublished on December 11, 2010 by S. Winsor