The Sales Manager's Success Manual

Product DescriptionTodays sales managers face a tough challenge. They must be more productive than ever while relying more on partners and technology with reduced resources in the field. And with fewer, larger customers, every decision becomes more important -- and riskier. The Sales Managers Success Manual provides the critical information sales managers need to succeed in this increasingly difficult job.Covering fundamental sales management topics including compensation, forecasting, and motivation, along with more advanced topics such as dealing with internal politics, understanding generational issues, managing up, and developing intuition, the book shows readers how to:* hire the best sales force * foresee potential surprises * help reps make better decisions * save time and resources * target accurately for better results * work with the CEO and the rest of the companyPacked with savvy advice, enlightening case studies, and no-nonsense know-how, The Sales Managers Success Manual is a one-of-a-kind book no sales manager should be without.Review"Wayne presents techniques in a unique, enjoyable way, and most importantly goes into detail on how to execute these techniques. A great read!" --Chuck Robbins, VP Channels Sales, Cisco"The breadth and depth of topics reflects a wealth of knowledge only gained from years of experience in dealing with sales organizations of various size and scope." --Kathy Koelle, Senior VP and GM, Verizon"Mr. Thomas provides a framework and approach for cutting through the clutter and noise and for deriving an accurate portrayal of the probability of winning a sale."Robert E. Spekman, Ph.D., Darden Graduate School of Business"Finally, some fresh ideas for Sales Management. Immensely readable, practical, application-oriented, and from a totally unique perspective!" --John D. Bleuer, V.P. of Sales, Hewlett Packard Corporation"Wayne's book is aptly titled--The Sales Manager's Success Manual--and will show you how to assess, lead, coach, and develop your sales team, rather than leaving it up to chance." --Bill McCormick, President of Sales Training and Results, Inc.Book DescriptionToday’s sales managers face a tough challenge. They must be more productive than ever while relying more on partners and technology with reduced resources in the field. And with fewer, larger customers, every decision becomes more important-and riskier. The Sales Manager’s Success Manual provides the critical information sales managers need to succeed in this increasingly difficult job.Covering fundamental sales management topics including compensation, forecasting, and motivation, along with more advanced topics such as dealing with internal politics, understanding generational issues, managing up, and developing intuition, the book shows readers how to:• hire the best sales force• foresee potential surprises• help reps make better decisions• save time and resources• target accurately for better results• work with the CEO and the rest of the companyPacked with savvy advice, enlightening case studies, and no-nonsense know-how, The Sales Manager’s Success Manual is a one-of-a-kind book no sales manager should be without.From the AuthorI've included a good deal of breakthrough material in the Sales Manager's Success Manual. For example, you will find practical management insights based upon eye-opening behavioral economics work by Nobel Prize winner Daniel Kahnemann. You'll learn why good salesmen will make bad decisions. You'll understand how you can simply apply Fritz's powerful Structural Dynamics principles to know whether it's time to take a stand or time to time to move on. You'll see how easy it is to lie with statistics, even inadvertently, and why your longevity depends upon decoding the true context of sales numbers. Don't let bad numbers kill you. Having been promoted to sales management, you've developed an intuition that provides you with an innate sense of what will work and w
Author: Thomas, Wayne M.

Publisher: AMACOM

Binding: Hardcover

Language: English

ISBN-10: 0814480500

ISBN-13: 0000814480500