The secrets of great sales management : advanced strategies for maximizing performance / Robert A. Simpkins.

Format:

Book

Author/Creator:

Simpkins, Robert A., 1945-

Language:

English

Subjects (All):

Sales management.

Sales personnel--Training of.

Sales personnel.

Physical Description:

xii, 212 p.

Edition:

1st ed.

Place of Publication:

New York : American Management Association, c2004.

Language Note:

English

Summary:

"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."

Contents:

The changing world of sales management

Planning for today and tomorrow

Crafting the professional sales force

Finding the sales team talent

Strengthening the sales team

Compensation programs that drive superior performance

Now lead : measuring and managing performance

Coaching and counseling

Looking towards the future.

Notes:

Includes index.

Digitized and made available by: Books24x7.com.

ISBN:

0-8144-2809-6

OCLC:

638850730