Sales Manager Survival Guide

Author : David Brock
Publisher : Partners in Excellence
Page : 358 pages
File Size : 55,7 Mb
Release : 2016-05-17
Category : Electronic
ISBN : 0997560207

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Sales Manager Survival Guide by David Brock Pdf

Finally! The definitive guide to the toughest, most challenging, and most rewarding job in sales. Front Line Sales Managers have to do it all - often without anyone showing them the ropes. In addition to making your numbers your job calls upon you for: Constant coaching, training, and team building Call, pipeline, deal, territory, one-on-ones, and other reviews that drive business performance Recruiting, interviewing, hiring, and onboarding top talent Responding to shifts in the marketplace - and in your company Dealing with, turning around, or terminating problem employees Analyzing and acting upon metrics to correct performance Managing the business and executive expectations Leveraging sales systems, tools, and processes Conducting performance reviews and setting expectations And more All this and making the numbers! Sales Manager Survival Guide addresses each of these issues, and many others, clearly, honestly, and in-depth. Drawing upon decades of experience in sales, sales management, and sales executive positions from small companies to giant corporations, David Brock gives you invaluable insight, wisdom, and above all practical guidance in how to handle the wide array of challenges and responsibilities you'll face as a Front Line Sales Manager. If you're a sales manager, or want to become one, this book shows you how to survive-and thrive. And if you want to be a great sales manager, this book shares the secrets, tools, and best practices to help you climb to the top-and beyond. "This is THE go-to resource for sales management!" Mike Weinberg, author of Sales Management Simplified

Author : Robert Nesbit,Arthur Miller
Publisher : Unknown
Page : 199 pages
File Size : 51,6 Mb
Release : 1993
Category : Electronic
ISBN : 9837200391

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Making Sales Manager by Robert Nesbit,Arthur Miller Pdf

Author : Robert Nesbit,Arthur R. Miller
Publisher : Irwin Professional Publishing
Page : 199 pages
File Size : 52,8 Mb
Release : 1992-01-01
Category : Sales management
ISBN : 1557384002

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Making Sales Manager by Robert Nesbit,Arthur R. Miller Pdf

Today an effective sales manager survives by making sure others are successful, and this means more than just motivating a sales force. Making Sales Manager helps managers provide the tools salespeople need to jettison themselves toward one common goal--customer acquisition and retention.

Author : Theodore Tyssen
Publisher : Unknown
Page : 151 pages
File Size : 54,7 Mb
Release : 2024-06-10
Category : Electronic
ISBN : 8170622549

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The First-Time Sales Manager: A Survival Guide by Theodore Tyssen Pdf

Author : David A. Stumm
Publisher : Unknown
Page : 234 pages
File Size : 41,9 Mb
Release : 1985
Category : Sales management
ISBN : OCLC:692287474

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The New Sales Manager's Survival Guide by David A. Stumm Pdf

Author : Suzanne Paling
Publisher : Entrepreneur Press
Page : 284 pages
File Size : 40,5 Mb
Release : 2010-10-01
Category : Business & Economics
ISBN : 9781613080177

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The Accidental Sales Manager by Suzanne Paling Pdf

•Do you tackle several different roles including sales manager? •Does managing the sales team feel awkward? •Do you want to achieve better sales results? If you answered YES then you face the same struggle as many other small business owners—you can successfully manage the rest of the company, but when it comes to the sales team, you feel like your efforts are coming up short. Suzanne Paling, sales management consultant, urges you to stop struggling, and teaches you what you need to know to start succeeding.

Author : Theodore G. Tyssen
Publisher : North Vancouver. B.C. : Self-Counsel Press
Page : 172 pages
File Size : 51,7 Mb
Release : 1994
Category : Business & Economics
ISBN : 0889087741

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The First-Time Sales Manager by Theodore G. Tyssen Pdf

Salespeople are self-determined, self-motivated, and self-reliant. Creating a high performance team out of independent-minded reps is challenge enough for an experienced manager, but if it s your first time in the boss s seat, the job can be overwhelming. Tyssen covers special considerations of managing a sales force, such as: -- Hiring the right sales rep for the job -- Designing sales territories that can be efficiently and effectively managed -- Applying a personal touch even if your reps are a thousand miles away -- Ensuring everyone on the team delivers a consistent image and message -- Hosting sales conferences that will motivate and activate any sales force -- Coaching your sales force to achieve win-win results Using plenty of sample forms and worksheets, this guide will put any sales manager on track for success.

Author : Grant Cardone
Publisher : Grant Cardone
Page : 392 pages
File Size : 55,7 Mb
Release : 2015-12-16
Category : Business & Economics
ISBN : 9780615558875

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The Closer's Survival Guide by Grant Cardone Pdf

The Closer’s Survival Guide is perfect for sales people, negotiators, deal makers and mediators but also critically important for dreamers, investors, inventors, buyers, brokers, entrepreneurs, bankers, CEO’s, politicians and anyone who wants to close others on the way they think and get what they want in life. Show me any highly successful person, and I will show you someone who has big dreams and who knows how to close! The end game is the close.

Author : Chris Lytle
Publisher : John Wiley & Sons
Page : 261 pages
File Size : 50,8 Mb
Release : 2011-03-29
Category : Business & Economics
ISBN : 9781118063934

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The Accidental Sales Manager by Chris Lytle Pdf

Key skills to make sales managers better developers of salespeople Get out of the 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 exhausting yourself, 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 Sales Manager and lead your team to do what you do best: make sales, drive profits, and get winning results.

Author : Gene Garofalo,Gary Drummond
Publisher : Prentice Hall
Page : 178 pages
File Size : 54,7 Mb
Release : 1987-01-01
Category : Employee rights
ISBN : 0137881347

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Sales Professional's Survival Guide, Or, Things Your Sales Manager Never Told You by Gene Garofalo,Gary Drummond Pdf

Author : Dave Kahle
Publisher : Red Wheel/Weiser
Page : 60 pages
File Size : 54,5 Mb
Release : 2013-08-22
Category : Business & Economics
ISBN : 9781601635044

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Time Management by Dave Kahle Pdf

The life of a 21st-century salesperson is a battle…with an overwhelming number of things to do, ever-rising expectations, and conflicting pressures. Customers are more sophisticated, more demanding, and harder to see then ever. Voice mail has made it necessary for many salespeople to spend an inordinate amount of time on the phone. Salespeople are being asked to collect more information about their customers, report in ever-more sophisticated ways, use more and more complex computer programs, and take part in more meetings than ever before.

Author : Kevin F. Davis
Publisher : Greenleaf Book Group
Page : 248 pages
File Size : 50,6 Mb
Release : 2017-03-28
Category : Business & Economics
ISBN : 9781626343894

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The Sales Manager's Guide to Greatness by Kevin F. Davis Pdf

2018 Axiom Business Book Award Winner, Silver Medal Straightforward advice for taking your sales team to the next level! ​If your sales team isn’t producing the results expected, the pressure is on you to fix the situation fast. One option is to replace salespeople. A better option is for you to optimize your performance as a sales leader. In The Sales Manager’s Guide to Greatness, sales management consultant Kevin F. Davis offers 10 proven and distinctly practical strategies, skills, and tools for overcoming the most challenging obstacles sales managers face and moving your team ahead of the pack. This book will help you: Learn the 6 sales rep instincts that can cripple your management effectiveness, and replace these instincts with a more powerful leadership mindset – true sales leadership begins with improving the leader within Stop getting bogged down by distractions, become more proactive, and find more time to coach, lead, and inspire your salespeople Get every salesperson on your team to be more accountable and driven to achieve breakthrough sales results Master the 7 keys to hiring great salespeople Create a more customer-driven sales team by blending the buyer’s journey into your sales process Speed up the improvement of your team by mastering the 7 keys to achieving better coaching outcomes Excel at the most challenging coaching conversation you face – how to solve a sales performance problem that is caused by a rep’s lousy attitude Attain higher win-rates by intervening as a coach at the most critical stages of a buying cycle, quickly identify opportunities at risk, and coach more deals to the close Discover why so many salespeople fail at sales forecasting and how to impress your company’s upper management by submitting more accurate forecasts And much more… You can apply the strategies outlined in this book immediately to take control of your time and priorities as a sales manager, become more strategic, deliver high-performance coaching that grows revenues, and ultimately drive your team to greatness.

Author : Ken Kupchik
Publisher : AMACOM
Page : 212 pages
File Size : 54,5 Mb
Release : 2017-09-07
Category : Business & Economics
ISBN : 9780814438657

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The Sales Survival Handbook by Ken Kupchik Pdf

From the cold calling, to commissions and caffeine addiction, learn the real hard truth about life in the sales profession. Lying customers. Changing quotas. Soul-crushing management. PSSD-inducing pressure (Post Sales Stress Disorder). What’s not to love about the world of sales? Whether you’ve been in sales for a while, are new to the game, or just need a lift, The Sales Survival Handbook shows you how to: Overcome objections without tears (yours and theirs) Get out of a sales slump legally Cold call without needing sedatives Beg for referrals (yes, beg) Spot common types of customers, coworkers, and managers Maintain a social life (mission impossible?) Complete with quizzes, lists, real-world advice, and all the dos and don’ts that have popped up thus far in the sales world, The Sales Survival Handbook offers you everything you need to survive the agony and enjoy the ecstasy of your sales career.

Author : Mike Swedenberg
Publisher : iUniverse
Page : 306 pages
File Size : 51,7 Mb
Release : 2001-05-30
Category : Business & Economics
ISBN : 9780595179435

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The Sales Rep Survival Guide by Mike Swedenberg Pdf

PURPOSE OF THIS BOOK: IS SELLING FOR YOU? The scope of this book is to provide a practical guide for the day-to-day operation of a sales representative in a territory. This handbook is useful to all salespeople regardless of experience. It doesn’t matter if you work for a large or small corporation. You could be commissioned, salaried or self-employed. This book can help you.

Author : Rob Aalders,Peter Hind
Publisher : John Wiley & Sons
Page : 320 pages
File Size : 41,6 Mb
Release : 2003-03-28
Category : Computers
ISBN : 9780470851326

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The IT Manager's Survival Guide by Rob Aalders,Peter Hind Pdf

Accessible, refreshingly candid, but above all helpful, this pragmatic guide addresses a real need by dealing with the problems that face the new IT manager. By providing a number of practical recommendations and approaches including how to make the transition from technical professional to manager and dealing with people, to giving advice and guidance on organization structure, architecture and planning approaches, this book covers a whole raft of issues essential to managing an IT unit. If you have chosen to move from the safe haven of technology to the unpredictable world of management, this book could make the difference between success and failure. "The IT Manager's Survival Guide is well named. Aimed at the techie becoming an IT Manager it covers the many alligators of IT management - from legacy systems to managing vendors - in easy chunks with checklists. It also provides the new manager with help to get ahead of the game by including articles from experts on what is wrong with IT management and a set of short reviews of management theorists from Strassman to Mayo. I recommend this book for those who would like to buck the trend - the average tenure of an IT Manager is about 900 days - and run an IT outfit appreciated by customers and staff." Gill Ringland, Fellow of the British Computer Society and Member of the BCS Management Forum. Author of Scenario Planning: Managing for the Future.