Sales Management

Author: Calvin
Publisher:
Publish Date: 2003-04-01
Features: Business managers often find themselves in the following dilemmas: One is that even though the sales team is already working hard, performance hasn't improved significantly; the other is that even though they are putting in a lot of effort in management, performance always fails to reach the next level. Is the incentive method wrong? Is the company's management system flawed? Is the training plan insufficient? Or are they simply hiring the wrong people? These reasons may be all of them or none of them, but ultimately, it comes down to "sales management issues." Sales management is a series of closely linked processes. Some business managers set goals that inspire the ambition and drive of their sales team, some excel at boosting team morale, and some have a keen eye for hiring salespeople. However, it's rare for a business manager to excel in every aspect. Many business managers don't even know where the problem lies or which area has the greatest room for improvement. But you don't have to worry about these frustrating issues anymore! This book details the sales management strategies and operational models used by renowned companies and top academic institutions. Business managers, salespeople, and other professionals can use the exercises, rules, and other tools provided in this book to build a highly effective sales team.