Sales Management

The job of the sales manager is to recruit, manage, and motivate a top team of high-performing sales professionals. This book shows you how to do it. World-renowned sales expert Brian Tracy has spent decades studying what sets the most successful sales managers and professionals apart from the rest – and now in this pocket-sized guide, he distills these simple but powerful strategies. Readers will discover the six key characteristics of a winning sales team and learn how to: select and recruit sales champions; start them off on the right foot; establish clear; objectives; determine a sales plan; inspire singleness of purpose; demonstrate respect and appreciation; motivate people with the right incentives; boost their self-concept to boost revenue; develop winners through continuous coaching and training; brainstorm sales solutions; use quality circles to increase engagement and explore improvements; measure results; conduct game-changing performance reviews; discipline effectively; de-hire poor performers; and lead by example. A compact but essential resource, Sales Management will help readers increase the effectiveness of their sales force, improve their bottom line, and advance their own career and satisfaction in the process.

Table of Contents

Chapter 1 The Role of the Sales Manager
Chapter 2 Build a Great Sales Team
Chapter 3 Select Champions
Chapter 4 Start Them Off Right
Chapter 5 Manage by Sales Objectives
Chapter 6 The Psychology of Sales Success
Chapter 7 Practice the Performance Formula
Chapter 8 Improve Your Leadership Style
Chapter 9 Reward Sales Performance
Chapter 10 Develop Winning Salespeople
Chapter 11 Plan Sales Activities
Chapter 12 Satisfy Salespeople’s Basic Needs
Chapter 13 Keep Them Focused
Chapter 14 Use the CANEI Method
Chapter 15 Brainstorm for Sales Improvements
Chapter 16 Discipline Salespeople Effectively
Chapter 17 Let Your Poor Performers Go
Chapter 18 Lead by Example
Chapter 19 The Control Valve on Performance
Chapter 20 Four Keys to Building Salespeople
Chapter 21 Courage, the Vital Quality of Success