| Description |
xv, 216 pages : illustrations ; 24 cm |
| Note |
Includes index. |
| Contents |
Pt. 1. Internal Team Decisions -- Mistake #1. We Are a Prospecting Machine! -- Mistake #2. It's All About Luck -- Mistake #3. Salespeople Are Self-Motivated -- Mistake #4. I'll Focus on My B and C Players and Make Them Better -- Mistake #5. Salespeople Are Motivated by Money -- Mistake #6. I Am the Team Leader -- Pt. 2. Upward Decisions -- Mistake #7. My Management Lets Me Do My Job -- Mistake #8. I'm the Boss -- Mistake #9. Things Are Always Tough at the End of the Quarter -- Mistake #10. It's All About Revenue -- Pt. 3. Sales Decisions -- Mistake #11. My Team Needs Me for This Important Deal -- Mistake #12. Sell, Sell, Sell... Right? -- Mistake #13. I'll Show Them How to Do It -- Mistake #14. I'm Superman -- Pt. 4. Infrastructure Decisions -- Mistake #15. It's Their Territory -- Mistake #16. I Have a Sales Process... I Think -- Mistake #17. Metrics and Dashboards Are for Rookies -- Mistake #18. Forecasting to 60 Percent Accuracy. |
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Mistake #19. The Stack Ranking Behind Hire and Fire Decisions -- Pt. 5. Self Decisions -- Mistake #20. Culture? I Already Have One, Thanks -- Mistake #21. The More I Work, the Better the Example -- Mistake #22. I'm the Manager, Right? -- Epilogue and Call to Action. |
| Summary |
"This book is filled with mistakes. Big ones. The mistakes that cost sales professionals their customers, their top line results, maybe even their careers. But you should read More ProActive Sales Management anyway." "Because Skip Miller has packed this follow-up to his best-selling ProActive Sales Management with uncanny insight into why even excellent sales managers make those very errors - "the stuff you wish you'd never gotten into." And more importantly, he tells you how to get yourself out of it - and what you should do now." "Quite possibly the most practical guide to improving your sales management approach that you'll ever read, More ProActive Sales Management offers use-it-now solutions to the universal challenges of finding and retaining customers, building your team, structuring territories, breeding motivation, and streamlining efficiency across your entire sales operation." "This book represents an unprecedented opportunity to learn not just from your own mistakes. |
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But from those of hundreds of other sales management professionals who spent months or even years developing new ideas, then ran with them-and failed, sometimes spectacularly. Their losses are your gain." "Each of the twenty-two mistakes - ranging from troublesome to catastrophic, harrowing to hilarious - is accompanied by down-to-earth, proven ways to recognize bad decisions before they happen, make better choices from the start, and do your job (and help your people do theirs) more easily, efficiently,and profitably than ever." ""The ramifications [of bad decisions] are far-reaching," writes Miller. You lose not only individual sales, new and long-standing accounts, and the money that goes with them; you also stand to lose the confidence of your colleagues and employers. Luckily, those who came before you have already made history in their own way-it's up to you to learn from their mistakes, lest you repeat them!" --Book Jacket. |
| Subject |
Sales management.
|
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Selling.
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Sales management. (OCoLC)fst01103833
|
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Selling. (OCoLC)fst01111969
|
| ISBN |
9780814410905 |
|
0814410901 |
|
9780814431825 |
|
0814431828 |
|
