Secrets Of Great Sales Management The Advanced Strategies For Maximizing Performance Book PDF, EPUB Download & Read Online Free

The Secrets of Great Sales Management
Author: Robert A. Simpkins
Publisher: AMACOM/American Management Association
ISBN: 0814428096
Pages: 212
Year: 2004
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"Fortune teller. Psychologist. Financial analyst. These are just a few of the roles sales managers must play while making sure the sales team has what it needs to close deals. In an economic landscape where business strategies shift almost daily, it's all a sales manager can do to keep abreast of new developments. "The Secrets of Great Sales Management "shows sales managers how to work in concert with changing corporate goals without sacrificing the exceptional results they were hired to achieve. This powerful book gives readers practical strategies to: * clarify short-, medium-, and long-term goals * create and communicate team objectives * establish new performance standards and measurements * improve development and training initiatives * build compensation plans that drive stated objectives * create career development plans for team members By helping sales managers build stronger connections between front-line strategies and boardroom expectations, "The Secrets of Great Sales Management" will help readers ensure both organizational and individual success."
#PLAN to WIN Tweet Book01
Author: Ron Snyder, Eric Doner
Publisher: Happy About
ISBN: 1616990694
Pages: 146
Year: 2011-08-01
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A sound territory/strategic account plan is essential to make the best use of limited time and resources--especially in business-to-business selling. This edition explores a broad range of sales strategy topics focused on developing and executing a winning plan.
Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance
Author: Jason Jordan, Michelle Vazzana
Publisher: McGraw Hill Professional
ISBN: 0071769617
Pages: 272
Year: 2011-10-14
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Boost sales results by zeroing in on the metrics that matter most “Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.” —Arthur Dorfman, National Vice President, SAP “Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.” —Mike Nathe, Senior Vice President, Essilor Laboratories of America “The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field—and this book tells how do to that in an easy-to-understand, actionable manner.” —Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions “There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn’t see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.” —John Davis, Vice President, St. Jude Medical “Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.” —Bob Kelly, Chairman, The Sales Management Association “A must-read for managers who want to have a greater impact on sales force performance.” —James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University “This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!” —Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories About the Book: There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed? Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover: The five critical processes that drive sales performance How to choose the right processes for your own team The three levels of sales metrics you must collect Which metrics you can “manage” and which ones you can’t How to prioritize conflicting sales objectives How to align seller activities with business results How to use CRM to improve the impact of coaching As Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.” Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don’t. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.
The Cultures in the Cubicles
Author: Robert A. Simpkins & Behnaz S. Pakneja
Publisher: Xlibris Corporation
ISBN: 1450023606
Pages: 255
Year: 2010-01-12
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In today’s global reality of ever-changing cultural values, any organization must move proactively and aggressively into customizing its international operation. If it doesn’t modify the organization’s structure and processes to stay aligned with cultural values, norms and trends occurring in the global expansion environment, the consequences can be disastrous! Redesigning an operational model for global success is easy. Redesigning it the right way is a lot more challenging! It takes the application of thoughtful research, creative thinking, and intelligent analysis. Additionally, it takes a flexible and global mind-set. You must throw away all false beliefs, biases, prejudices, or assumptions that you and your organization possess—finding and strategically planning on a foundation of realistic and measurable knowledge. All the information you need is readily available; it’s just a matter of locating, linking, and trending the data for future success. This outstanding book—written by two of the world’s most renowned writers, speakers, and organizational advisors—breaks it all down for you; giving you and your organization the ability to succeed today, and the power to predict cultural trends for tomorrow, in the global environment!
The Global Crosswinds of Change
Author: Robert A. Simpkins, Robert A. Simpkins and Behnaz S. Paknejad
Publisher: Xlibris Corporation
ISBN: 1465319530
Pages: 207
Year: 2009-10-15
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The World Likes Change! It excites the curiosities, stimulates the mind, and challenges the human spirit. It can, though, bring immense, and sometimes fatal, challenges to large and small organizations alike by altering the perception that any one person, or groups of persons, places on the value of an organization. Do you understand the change cycle, both visible effects and hard to see causes? Better yet, do you understand how to apply change management thinking to mitigate its negative effects and leverage its positive ones? Taking the reader through the five stages of a change cycle, including Start-up, Growth, Balance, Chaos, and Decline, the authors dissect the causes and effects, as well as what needs to be done to re-invent the organization. The knowledge in this book can be applied to private enterprise, government agencies, not-for-profits, and military organizations. It can even be applied to the reader's own professional growth! This outstanding book, written by two of the best internationally known organizational writers and advisors, breaks it all down for you, giving you and your organization the ability to succeed today, and the power to predict tomorrow!
The Sales Manager's Guide to Greatness
Author: Kevin F. Davis
Publisher: Greenleaf Book Group
ISBN: 1626343896
Pages: 248
Year: 2017-03-28
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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.
American Book Publishing Record
Year: 2003
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Indian National Bibliography
Year: 2008
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The Indian National Bibliography
Year: 2008
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Harvard Business Review on Strategic Sales Management
Publisher: Harvard Business Press
ISBN: 1422114929
Pages: 197
Year: 2007
View: 1208
Read: 838
You invest considerable time and money in managing your sales force. And if your company’s like many, you’re finding it increasingly difficult to ensure handsome returns on your investment in sales. This concise volume gives you the insights you need—from the preeminent thinkers whose work has defined the field, to the rising stars who will redefine the way we think about business
Building a Winning Sales Force
Author: Andris A. ZOLTNERS, Prabhakant SINHA, Sally E. LORIMER
Publisher: AMACOM Div American Mgmt Assn
ISBN: 0814410421
Pages: 480
Year: 2009-02-11
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Sales force effectiveness drives every company's success, but keeping a sales organization at the top of its game is a constant challenge. As experts in the field, Andy Zoltners and Prabha Sinha have helped sales leaders around the world perfect their sales strategy, operations, and execution. Combining strategic insight with pragmatic advice, Building a Winning Sales Force provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today’s sales organi­za­tions. The book shows readers how to: assess how good their sales force really is • identify sales force improvement opportunities • implement tools and processes that have immediate impact on sales effec­tive­ness • attract and retain the best salespeople • design incen­tive compensation plans • set goals • manage sales perform­ance • motivate the sales force With practical advice and case studies of companies that have conquered even the most challenging obstacles, Building a Winning Sales Force will enable every company to drive sales and stay competitive.
Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach
Author: Linda Richardson
Publisher: McGraw Hill Professional
ISBN: 0071603816
Pages: 208
Year: 2008-11-02
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Go from manager to coach--and motivate your staff to unprecedented success! Since the original publication of this classic guide, organizations have recognized that sales coaching is a sales manager's most important role. Now, author Linda Richardson has completely updated and revised Sales Coaching to include the latest tools and techniques, as well as a refined sales coaching process for increasing performance. Sales Coaching will help you make the essential transition from boss to coach so you can help salespeople achieve their goals. In this new role, you will empower your people to reach their highest potential by removing obstacles while fostering self and peer coaching, allowing direct reports to take responsibility for their own development. Richardson's broader objective is to help build and sustain a sales culture of continuous improvement and sales excellence. Inside you'll find a clear, practical, five-step approach to sales coaching that will result in dramatic changes in behavior. Sales Coaching includes brand new guidance on Maximizing technology Coaching more effectively Remote coaching Coaching in-the-action Quarterly coaching plans Richardson provides the skills and strategies you need to deliver feedback that changes behavior and strengthen relationships with your sales team. This new edition gives you everything you need to achieve your objectives and build a winning sales culture. You will watch members of your team reach performance heights they would not attain without your guidance. The results will benefit everyone--you, your staff, and ultimately your customers. The choice is yours: Be a manager who makes your salespeople do their jobs, or be a coach who helps your salespeople succeed.
52 Sales Management Tips
Author: Steven Rosen
Publisher: BookBaby
ISBN: 099175462X
Pages: 66
Year: 2012-10-15
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This book is designed for sales managers who struggle within a corporate environment that doesn’t always support them or their development needs. Whether you are a sales executive, senior sales leader or a new, experienced or aspiring sales manager I’m confident you will find this book to be a valuable guide to consult whenever you are experiencing problems. Front line sales managers are facing unprecedented change. Managers are dealing with increased demands to do more with less and are still expected to drive sales performance. With little support from the next-line of sales management and a lack of relevant courses and ongoing development you may feel stretched to the limit. Your role is paramount to the success of your organization. Front line sales managers are the key to unlocking the potential of the sales force and driving sales performance. Here’s why: 1. The #1 performance factor for sales people is the quality of their manager. A high quality manger has far greater impact on performance than skills training or compensation. 2. The #1 manager activity associated with rep success is coaching. Coaching is the single most impactful activity that front lines sales managers perform. Studies show that effectual coaching can impact sales performance by as much as 20%! 3. The #1 reason why top performing sales reps leave an organization is their relationship with their manager. Great front line sales managers do a better job retaining top performing sales people than mediocre managers. Most CEO’s recognise the upside of coaching and yet are still reluctant to embrace change. The fact is, most organizations don’t invest sufficient funds to support the growth and development of their front line sales managers. As a result, corporations are not reaping the true value from their investments in sales forces and the numbers continue to decline. I have coached dozens of front line sales managers and have seen firsthand, the impact they can have on performance if given proper support and development. Overworked and under-supported front line sales managers are desperately looking for resources to improve their performance. This book was written for sales managers who understand the need to develop themselves. They have figured out that they must take charge of their own success. For this book, I distilled over 20 years of my sales management, sales executive and sales executive coaching insights into one simple reference guide. I am always amazed at the positive reaction I continually receive when I share these tips with the sales leaders that I coach. Once you begin, you will immediately begin to benefit from my experience coaching mediocre managers into “star sales leaders.” You, yourself will become a sales leader to follow.
Performance Pilot
Author: Ross Bentley
Publisher: Createspace Independent Publishing Platform
ISBN: 1507861583
Pages: 174
Year: 2017-07-06
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Do you want to be a better pilot? Do you want to improve your judgment and skills in training, tests, and throughout your career? Why do the best pilots consistently perform to a higher standard? It is the mental game and preparation that separate the good pilots from the high-performance pilots. Professional athletes have relied on sports psychology and coaching for years to help improve performance. Pilots too can benefit from mental strategies, but until now there has been scant aviation-specific content on how to prepare to fly. In Performance Pilot, noted performance coach, Ross Bentley, and professional aviator, Phil Wilkes, reveal aviation-specific procedures, techniques, and strategies to help you methodically, deliberately, and more effectively prepare for, conduct, and evaluate your flying and consistently perform at the highest level. For pilots just starting out, Performance Pilot can help you create a foundation to build upon and use throughout your flying career. The lessons and techniques are equally relevant to pilots at any experience level, whether recreational or professional, civil or military. In short, this book will make you a better pilot. REVIEWS FROM PILOTS "I''ve had the opportunity to fly large four-engine transport aircraft on all seven continents, from combat in Afghanistan to remote ice runways in Antarctica. Every flight demands the highest level of performance from the crew to ensure safe operations. As a military flight instructor, I have flown with pilots of all experience levels. It is amazing to see the difference between pilots that prepare and those that don''t. This book has techniques for all experience levels designed to help any pilot develop their skills and performance. For those just starting out, the techniques in this book can help create a foundation they can build upon and use throughout their flying career. In short, the strategies in this book can help build better pilots." Lt Col Brent Keenan, USAF, C-17A Instructor Pilot & Squadron Commander "This book is relevant to any recreational, professional or military pilot looking to enhance their own performance and skills. As a current instructor of F18 fighter pilots, this is certainly a book I will recommend to all my students." Squadron Leader M A Saunders, RAAF Fighter Combat Instructor "Plenty of books describe the technical aspects of flying airplanes, but the human performance psychology has largely been ignored. There is very little information for pilots on how to improve on high performance skills needed for high-stress and high-workload types of piloting. This book addresses that gap and gives pilots an understanding of the best and most efficient techniques on improving their aircraft handling in a way that will garner real results without needing to turn a propeller. I only wish I had this book years ago." Anthony Crichton-Browne, Airbus A320 Captain, competition aerobatic pilot & aviation podcaster "During my training as a military pilot, I utilized some of the strategies described in this book. However, my personal implementation was haphazard and lacked the methodical and deliberate implementation required to apply them in an effective manner. This book describes the structure needed to effectively apply these learning techniques as well as introducing many new and complementary ones I had not considered. I am sure that my aviation training and subsequent career would have benefitted greatly had this text been available at the time." Jaimie Tilbrook, Former RAAF C130 Hercules Captain "Reading and practicing the advice in ''Performance Pilot'' will help enhance your airmanship. I know that after any of my flying students or colleagues have read ''Performance Pilot'', I''ll sleep better in knowing that their flying careers will take them much more safely throughout their local skies and beyond." Andrew Musca-Unger, Grade 1 Flight Instructor & glider pilot
Engaged Management
Author: John Hannon, PH.D.
Publisher: Jim Doyle & Associates
ISBN: 0998723703
Year: 2017-02-10
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Engaged Management, Volume 2: Maximizing Your Team's Sales Performance is the follow-up to the Amazon best-seller, Engaged Management, Volume 1: Inspiring Your Team To Win. This series is written for all levels of television broadcast and cable management and for those aspiring to one day secure a management title and leadership role in the TV business. Inside these pages you'll find immediately executable leadership, coaching, management, sales preparation, customer service, and career improvement suggestions. The Engaged Management series features self-contained articles packed with anecdotes, stories, and -voice of experience- lessons. This is not a business book where each chapter is an organized step to becoming a better manager. The writing is crafted in a style that makes it easy to stop reading mid-chapter to reflect, digest, and act on the new information. Here's what industry execs have to say: -One of the best new TV sales & marketing management books I have seen of late. John Hannon's 'Engaged Management, Volume 2: Maximizing Your Team's Sales Performance' is a great new bible for the current media climate.- (Russell Myerson, Network Television Executive) -In our business, revenue solves all issues. Nobody understand that better than John Hannon. In this book he reveals how to connect with and motivate professionals to perform at levels they never thought possible. This should be mandatory reading for every sales and management professional in your organization.- (Nick Waller, EVP & COO, Gray Television) -John is a gifted, passionate broadcast sales management trainer, who loves the television business. He has personally been on the front lines, and truly understand and relates to the challenges of today's broadcast media professional. His knowledge and experience comes through loud and clear in this must-read book.- (Mark Gordon, President & CEO, Missouri Broadcasters Association)