Join Amazon Prime and ship Two-Day for free and Overnight for $3.99. Already a member? Sign in.

ProActive Sales Management and over 300,000 other books are available for Amazon Kindle � Amazon�s new wireless reading device. Learn more

Quantity:

More Buying Choices

46 used & new from $5.44

Have one to sell? Sell yours here

Share with Friends

Share your own customer images

Search inside this book

Start reading ProActive Sales Management on your Kindle in under a minute. Don�t have a Kindle? Get yours here.

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

by William "Skip" Miller (Author) "The ProActive Sales Manager..." (more)
Key Phrases: coaching wall, sales team culture, grenade walls, Value Pyramids, Sales Representative, Account Gas (more...)

4.8 out of 5 stars See all reviews (22 customer reviews)

List Price:	$24.95
Price:	$16.47 & eligible for FREE Super Saver Shipping on orders over $25. Details
You Save:	$8.48 (34%)

Usually ships within 7 to 13 days.
Ships from and sold by Amazon.com. Gift-wrap available.

18 new from $13.35 27 used from $5.44 1 collectible from $24.95

Also Available in:	List Price:	Our Price:	Other Offers:
Kindle Edition (Kindle Book)		$9.99
Hardcover (Second Edition)	$24.95	$18.21

Frequently Bought Together

Price For All Three: $52.90

Some of these items ship sooner than the others. Show details

This item: ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game by William "Skip" Miller
Usually ships within 7 to 13 days.
Ships from and sold by Amazon.com.
Eligible for FREE Super Saver Shipping on orders over $25. Details
Secrets of Great Sales Management, The: Advanced Strategies for Maximizing Performance by Robert A. Simpkins
In Stock.
Ships from and sold by Amazon.com.
Eligible for FREE Super Saver Shipping on orders over $25. Details
The Sales Manager's Success Manual by Wayne M. Thomas
In Stock.
Ships from and sold by Amazon.com.
Eligible for FREE Super Saver Shipping on orders over $25. Details

Customers Who Bought This Item Also Bought

The Sales Manager's Success Manual

by Wayne M. Thomas

4.8 out of 5 stars (13) $19.96

Fundamentals of Sales Management for the Newly Appointed Sales Manager

by Matthew Schwartz

3.8 out of 5 stars (6) $12.89

Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach

by Linda Richardson

4.3 out of 5 stars (7) $18.21

Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives

by Keith Rosen

5.0 out of 5 stars (12) $19.77

Sales Management Power Strategies: Building a replicable and scalable sales process

by Paul R. DiModica

5.0 out of 5 stars (5) $21.24

› Explore similar items

Editorial Reviews

Review
"... jammed with useful ideas and worth the attention of a manager trying to overhaul the sales culture." -- The Toronto Globe & Mail

Review

ProActive Sales Management is jammed with useful ideas and worth the attention of a manager trying to overhaul the sales culture.”

— Globe & Mail (Toronto)

See all Editorial Reviews

Product Details

Hardcover: 256 pages
Publisher: AMACOM (January 8, 2001)
Language: English
ISBN-10: 0814405452
ISBN-13: 978-0814405451
Product Dimensions: 9.1 x 6.3 x 1.1 inches
Shipping Weight: 1.1 pounds (View shipping rates and policies)

Average Customer Review: 4.8 out of 5 stars See all reviews (22 customer reviews)

Amazon.com Sales Rank: #68,199 in Books (See Bestsellers in Books)
Popular in this category: (What's this?)
#57 in Books > Business & Investing > Marketing & Sales > Sales & Selling > Management

Would you like to update product info or give feedback on images?

Inside This Book (learn more)

First Sentence:
The ProActive Sales Manager. Read the first page

Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
coaching wall, sales team culture, grenade walls, neutral boss, team stationary, sales competencies, motivational direction, many sales managers, six months into the future, sales candidate, right salesperson, corrective action process, final written warning, coaching call, sales culture, successful hire, sales interview, further disciplinary action, great salespeople, profile sheet, joint sales

Key Phrases - Capitalized Phrases (CAPs): (learn more)
Value Pyramids, Sales Representative, Account Gas, Sales Matrix, Account Light, Account Gadget, Account Stopwatch, Account Suite, Los Angeles, Colorado Springs, Master Communicator, Account Inspector, Debbie Jones, World Series

New!
Books on Related Topics | Concordance | Text Stats

Citations (learn more)

This book cites 2 books:

The Art of War: (Penguin Classics Deluxe Edition) by Sun-tzu in Index
Pygmalion in Management (HBR Classic) (HBR OnPoint Enhanced Edition) by J. Sterling Livingston on page 26

1 book cites this book:

Strategic Sales Leadership: Breakthrough Thinking for Breakthrough Results by The Sales Educators on page 89

Books on Related Topics (learn more)

Discover Your Sales Strengths by Benson Smith

Discusses:

ProActive Selling by William "Skip" Miller

Discusses:

Great Salespeople Aren't Born, They're Hired by Joseph Miller

Discusses:

Managing Major Sales by Neil Rackam

Discusses:

What Do Customers Ultimately Buy After Viewing This Item?

	75% buy the item featured on this page: ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game 4.8 out of 5 stars (22) $16.47
	9% buy Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives 5.0 out of 5 stars (12) $19.77
	8% buy The Sales Manager's Success Manual 4.8 out of 5 stars (13) $19.96
	4% buy Secrets of Great Sales Management, The: Advanced Strategies for Maximizing Performance 5.0 out of 5 stars (4) $16.47

Explore similar items

Tags Customers Associate with This Product

(What's this?)

Click on a tag to find related items, discussions, and people.

anticipatory management(1)

deremiah book club(1)

management(1)

See all 4 tags...

Help others find this product — tag it for Amazon search

No one has tagged this product for Amazon search yet. Why not be the first to suggest a search for which it should appear?

Sell a Digital Version of This Book in the Kindle Store

If you are a publisher or author and hold the digital rights to a book, you can sell a digital version of it in our Kindle Store. Learn more

Customer Reviews

22 Reviews

5 star:		(20)
4 star:		(0)
3 star:		(2)
2 star:		(0)
1 star:		(0)

Average Customer Review

4.8 out of 5 stars (22 customer reviews)

Share your thoughts with other customers:

Create your own review

Most Helpful Customer Reviews

12 of 12 people found the following review helpful:

3.0 out of 5 stars Not bad, but don't place too much faith in Sales Gurus, March 15, 2002

By A Customer

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 $$$

Comment Comment | Permalink | Was this review helpful to you? Yes No (Report this)

11 of 11 people found the following review helpful:

5.0 out of 5 stars This is a Sales Manager's survival guide!, December 12, 2000

By	Donald Best, Senior VP, WW Sales (Fair Haven, NJ USA) - See all my reviews

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!

Comment Comment | Permalink | Was this review helpful to you? Yes No (Report this)

10 of 11 people found the following review helpful:

5.0 out of 5 stars Brilliant in its simplicity, February 14, 2001

By	Jim Zahka (Boston, MA) - See all my reviews

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.

Comment Comment | Permalink | Was this review helpful to you? Yes No (Report this)

Share your thoughts with other customers: Create your own review

› See all 22 customer reviews...

Most Recent Customer Reviews

5.0 out of 5 stars Get this book!
This is such a great read! The tools given were very useful and easy to implement. I definitely recommend this.

Published 16 months ago by Sally Ong

5.0 out of 5 stars Practical and easy to read
Many sales managers I know are some of the hardest working people on earth. They don't have time to read theory and work over months or years to apply it. Read more

Published on March 10, 2007 by Michael Roberts

3.0 out of 5 stars soup to nuts, but very rudimentary
Has chapters for the entire Sales Manager life cycle, from vision/culture to interviewing/hiring, to corrective action. Read more

Published on February 25, 2007 by Taylor

5.0 out of 5 stars Practical Tools With A Mission
'ProActive Sales Management' is packed with practical tools for business executives to drive sales organization in a proactive manner. Read more

Published on October 7, 2006 by Ingo Leung

5.0 out of 5 stars A needed concept and training course in sales management
Proactive Sales Management shows sales managers how to effectively manage their sales force, motivate the sales team, effectively coach and counsel the sales organization, reduce... Read more

Published on October 1, 2006 by RAMI KANTARI

5.0 out of 5 stars Highly Recommended !
This book by William "Skip" Miller, a sales veteran and experienced trainer of sales managers, provides a wealth of information and guidance. Read more

Published on February 23, 2005 by Rolf Dobelli

5.0 out of 5 stars Outstanding Tool Set for Sales Managers
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. Read more

Published on October 1, 2004 by Student of the Game

5.0 out of 5 stars More "tools" than Home Depot
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. Read more

Published on August 15, 2003

5.0 out of 5 stars Good Basic Sales Management Fundamentals
ProActive Sales Management takes a reactive sales manager and teaches them how to become ProActive. It provides basic guidelines to help sales managers focus on the most... Read more

Published on August 11, 2003

5.0 out of 5 stars This is it!
Sales Managers unite. It is time to really get down and dirty and really do the job we are meant to do...getting things done through others and create leverage. Read more

Published on June 19, 2003

› See all 22 customer reviews...

.jsOffDisplayBlock { display: block; } .jsOffDisplayInline { display: inline; } .jsOffVisibility { visibility: visible; } .jsOnDisplayBlock { display: none; } .jsOnDisplayNoneBlock { display: block; } .jsOnDisplayNoneInline { display: inline; } .jsOnDisplayInline { display: none; } .jsOnVisibility { visibility: hidden; } .jsOnDisplayBlock { display: none; } .jsOnDisplayInline { display: none; } .jsOnVisibility { visibility: hidden; }

Customer Discussions

Beta (What's this?)

New! See all customer communities, and bookmark your communities to keep track of them.

This product's forum (0 discussions)

	Discussion	Replies	Latest Post
	No discussions yet

Ask questions, Share opinions, Gain insight

Start a new discussion

Topic:

First post:

Receive e-mail when new posts are made

Prompts for sign-in

[Cancel]

Guidelines

Active discussions in related forums

Discussion	Replies	Latest Post
textbook Textbooks for Kindle DX?	34	1 day ago
sales Reviewers needed for my new Sales Book	11	2 days ago
textbook Does anyone use Discovering Geometry: An Investigative Approach?	3	13 days ago