The accidental sales manager: how to take control and lead your sales team to record profits

Key skills to make sales managers better developers of salespeople Get out ofthe firefighting business and into the business of developing the people who develop your profits. Successful salespeople rightfully become sales managers because of superior sales records. Yet too often these sales stars get stuck doing their old sales job while also trying to juggle their manager role, and too often companies neglect to train their sales managers how to excel as managers. That's the 'sales management trap,' and it's exactly what The Accidental Sales Manager addresses and solves. Full of helpful steps you can apply immediately—whether you're training a sales manager, or are one yourself—this practical guide reveals step-by-step methods sales managers can use to both learn their jobs and lead their teams. Get tactics to stop burning time and exhaustingyourself, while taking effective actions to use time better as a leader Discover how to integrate learning into leading and make sales meetings an active conversation on what works and what doesn't Author has a previous bestseller, The Accidental Salesperson Don't get caught in the 'sales management trap' or, if you're in it, get the tools you need to escape it. Get The Accidental SalesManager and lead your team to do what you do best: make sales, drive profits,and get winning results. INDICE: Introduction Congratulations On Your Promotion. Chapter 1 Gnawing Your Way Out of The Sales Management Trap. Chapter 2 An Even Dozen Lessons YouWon't Have to Learn the Hard Way. Chapter 3 Stage 3 Tasks: Developing the People Who Develop Your Profits and Put Out Their Own Fires. Chapter 4 What's Changed About Selling. Chapter 5 RunningGreat Sales Meetings Every Time. Chapter 6 What Happens In Your Meeting In Vegas Stays in the Meeting Room.

• ISBN: 978-0-470-94164-5
• Editorial: John Wiley & Sons
• Encuadernacion: Cartoné
• Páginas: 256
• Fecha Publicación: 13/04/2011
• Nº Volúmenes: 1
• Idioma: Inglés