- Paperback: 24 pages
- Publisher: AMACOM (August 13, 2004)
- Language: English
- ISBN-10: 0814415938
- ISBN-13: 978-0814415931
- Product Dimensions: 6 x 0.5 x 9 inches
- Shipping Weight: 13.6 ounces (View shipping rates and policies)
- Average Customer Review: 4 customer reviews
- Amazon Best Sellers Rank: #3,646,688 in Books (See Top 100 in Books)
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The Secrets of Great Sales Management: Advanced Strategies for Maximizing Performance
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"Fortune teller. Psychologist. Financial analyst. These are just a few of the roles sales managers must play while making sure the sales team has what it needs to close deals. In an economic landscape where business strategies shift almost daily, it’s all a sales manager can do to keep abreast of new developments. The Secrets of Great Sales Management shows sales managers how to work in concert with changing corporate goals without sacrificing the exceptional results they were hired to achieve.
This powerful book gives readers practical strategies to:
* clarify short-, medium-, and long-term goals
* create and communicate team objectives
* establish new performance standards and measurements
* improve development and training initiatives
* build compensation plans that drive stated objectives
* create career development plans for team members
By helping sales managers build stronger connections between front-line strategies and boardroom expectations, The Secrets of Great Sales Management will help readers ensure both organizational and individual success."
About the Author
Robert A. Simpkins (Falls Church, VA) is founder and President of Global Crosswinds, an international advisory and training firm focusing on the development of sales and marketing professionals. He is a member of the American Management Association faculty team, delivering over sixty sales and marketing seminars a year.
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Top customer reviews
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The volume is organized into three sections: Planning, Preparing, and Producing. Topics include a current perspective on the changing world of sales management, setting goals and objectives, communicating expectations to your sales team, and using performance standards in hiring. And this is only the first section!
You'll learn about recruiting and hiring, use of technology, compensation, and danger signs to watch for. Measuring and managing performance, coaching and counseling, and a focus on the future are all discussed in a realistic, comprehensive design that is easy to read, absorb, and apply. Strange as it sounds for a book like this, you may find it difficult to put down. Yes, it's that engaging. I found myself turning page after page before I realized how many pages I'd read!
And the text is supplemented by two appendices: a leadership growth plan and a checklist for success.
There are a lot of books out there on this topic, but this one is worth the investment of your time. Advice: read more than one if you're entering this field. No one has all the answers! This is a great foundation book, covering a lot of topics without going too deep.