More ProActive Sales Management: Avoid the Mistakes Even Great Sales Managers Make And Get Extraordinary Results - Hardcover

Building on the concrete advice and practical, powerful strategies revealed in its predecessor, More ProActive Sales Management provides harried sales managers with a proven method for managing the sales process and their peo ple. Packed with specific, field-tested techniques, this helpful guide focuses on the five primary areas in which mistakes occur: internal team decisions, up ward decisions, sales decisions, infrastructure decisions, and decisions regarding the manager himself.

This book shows sales managers at every level how to manage for great results!

Praise for ProActive Sales Management:

“ProActive Sales Management is jammed with useful ideas and worth the attention of a manager trying to overhaul the sales culture.”— Globe & Mail

Many sales professionals—even terrific ones—make the transition into management think­ing they’ve already got all the skills, knowledge, and experience they’ll need to direct a sales team or run an entire sales organization. But whether you’re responsible for one rep or thousands, being a great sales manager is a whole different ballgame than being a great salesperson. One bad decision can mean permanently lost opportunities—or worse. Much worse.

 

Skip Miller’s More ProActive Sales Management, picking up where his best-selling ProActive Sales Management left off, is designed to help you avoid the common pitfalls and costly mistakes that untold thousands of other sales managers—both new and experienced—make year in and year out. Written with wit and packed with wisdom, this ultra-practical book highlights more than twenty big-time blunders you must avoid. With concrete advice and easy-to-use tools, More ProActive Sales Management helps you:

 

--Manage both your team and its individual members more effectively

--Motivate everyone (yes, they do need it)

--Deal with failures quickly—and learn from them

--Reduce paperwork—without losing the information and documentation

you really do need

--Forecast more accurately—without holding your team to needlessly precise percentages

--And build a ProActive sales culture throughout your entire sales organization

 

Whether your company’s sales efforts are humming along, need a tweak, or are desperate for a complete overhaul, the first step in the right direction is to eliminate all the many possible wrong moves. More ProActive Sales Management is an indispensable guide to avoiding every conceivable mistake, great and small.