Features
- Cover Type: Hard Cover with 256 pages
- Published by: AMACOM January 8, 2001
- Written in: English
- ISBN 10 Number: 0814405452
- ISBN 13 Number: 978-0814405451
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Book Dimensions:
9.1 x 6.3 x 1.1 inches
- Weighs: 1.1 pounds
The Toronto Globe & Mail
" jammed with useful ideas and worth the attention of a manager trying to overhaul the sales culture."
Book Description
All sales managers work like crazy, but few are true managers. That's because they tend to fall back on the skills that made them great at salesinstead of adopting the new skills that will make them great managers.
This essential book, which speaks their language, will turn them into management pros. It teaches 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:
* Regain control of their time * Create a proactive sales culture * Motivate a sales team * Manage to simple yet powerful metrics * Weed out failures quickly * Effectively coach and counsel up and down the sales organization * Measure not to revenue, but to the things that create revenue * Reduce reports to one sheet of paper and ten minutes a week * Forecast more confidently * Manage the sales organization the way it should be managed.
Reader Reviews
'ProActive Sales Management' is packed with practical tools for business executives to drive sales organization in a proactive manner. Miller has coherently illustrated how these tools fit together & help sales organizations to achieve the mission of proactively capture business opportunities; more importantly, he also shows managers how to gain better control of their life while achieving business goals.
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