More Proactive Sales Management - Avoid the Mistakes Even Great Sales Managers Make -- And Get Extraordinary Results (Paperback)

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 people. Packed with specific, field-tested techniques, this helpful guide focuses on the five primary areas in which mistakes occur: internal team decisions, upward decisions, sales decisions, infrastructure decisions, and decisions regarding the manager himself. Readers will learn how to: regain control of their time create a proactive sales culture motivate a sales team use simple yet powerful metrics weed out failures quickly coach and counsel up and down the sales organization reduce reports to one sheet of paper and 10 minutes a week forecast more confidently This book shows sales managers at every level how to manage for great results