Description
Book SynopsisGuide your sales force to its fullest potential With a proven sales management and execution process, Sales Management For Dummies aids organizations and individuals in reaching the highest levels of success. Although selling products or services is a central part of any sales job, there's much more to it.
Table of ContentsIntroduction 1
Part I: Welcome to the World of Sales Management 7
Chapter 1: You’re a Sales Manager — Now What? 9
Chapter 2: So You Got the Job, Now What Do You Do? 19
Chapter 3: Establishing Good Working Relationships across Departments 41
Part II: Building the Team 59
Chapter 4: Who’s On First: Building Your Best Team 61
Chapter 5: Adding New Players to the Team 77
Chapter 6: Hiring and Onboarding New Staff 87
Chapter 7: Defining Your Sales Process and Training Your Team 105
Part III: Training and Development 129
Chapter 8: Defining Your Expectations 131
Chapter 9: Ongoing Training and Helping Your Salespeople Grow 147
Chapter 10: Creating and Running an Effective Sales Meeting 167
Part IV: Sales Meetings and Key Performance Indicators 187
Chapter 11: Measuring What Matters: Key Performance Indicators 189
Chapter 12: Assessing Performance: Keeping Score and Celebrating Wins 209
Chapter 13: Addressing Poor Performance: Counseling and Critiquing Effectively 227
Part V: Now You’re Managing 241
Chapter 14: Inspiring Your Superstars: Managing Your Best People 243
Chapter 15: Making Cuts: When It’s Time to Let Someone Go 261
Chapter 16: Managing for the Future: Developing Careers of Future Leaders 279
Part VI: The Part of Tens 297
Chapter 17: Ten Traits of a Successful Sales Manager 299
Chapter 18: Ten Things that Destroy Your Credibility 305
Chapter 19: Ten Signs of a Struggling Salesperson 311
Chapter 20: Top Ten Apps for a Busy Manager 317
Index 323
