Managing for Sales Results: A Fast Action Guide for Finding, Coaching, and Leading Salespeople - Hardcover

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Ron Marks began conducting sales management seminars in conjunction with internationally known sales trainer Tom Hopkins in 1999. He has since trained well over 50,000 sales managers on how to recruit, hire, train, motivate, and fire salespeople with efficiency. In addition to managing his own company, Ron teaches?sales management at Paradise Valley Community College in Phoenix, Arizona. For more information, visit Ron's web site at www.resultsseminars.com.

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Praise for Managing for Sales Results

"I have known Ron Marks for many years. He has a reputation as a strong leader and has withstood the test of time in an industry where managers come and go like the seasons. Managing for Sales Results is an essential work for anyone who manages salespeople, written by someone who continues to successfully manage sales teams. This is a must-read."
?Jim Rohn, coauthor of Twelve Pillars and The Five Major Pieces to the Life Puzzle

"Your ability to select, manage, and motivate a world-class team of sales professionals is central to your success. This book contains the key methods and techniques to put your career on the fast track."
?Brian Tracy, author of Be a Sales Superstar

"I am sure that sales leaders all over the world will use Managing for Sales Results as a resource to grow their team and their sales."
?Gerhard Gschwandtner, founder and Publisher of Selling Power

"In sales, we are presenting every day, every hour, every minute. Learn from a master as Marks provides the answers for building and nurturing a sales team for accelerated success."
?Tony Jeary, author of Life Is a Series of Presentations

"Marks hits the bullseye with this outstanding sales management book. His valuable message and techniques are right on target for anyone who wants to build a high-performance sales team. I have seen these techniques in practice, and they work!"
?Don Jones, Vice President-General Manager, Champion Window Manufacturing, Cincinnati, Ohio

"I have read a number of books on management and after reading Managing for Sales Results, I realize this is a great book that shows how to connect with people at a new level. It is apart from the others in its practical approach to sales management."
?Charles Kingsbaker, Regional Director, Sales and Marketing, TroonGolf, Scottsdale, Arizona

"There are many speakers and authors who will tell you how to successfully manage a sales force, but how many of them have accomplished that feat for over twenty years? Marks has earned the right to share with you his wisdom, insight, and experience to save you time, money, and frustration."
?Colette Carlson, MA, professional speaker and author, Colette Carlson Communications, www.speakyourtruth.com

"Don't waste your time studying other management books! Managing for Sales Results provided us with the core strategies our sales managers needed to be successful. Marks's book provided our sales managers with proven tools and strategies to hone their craft. His interactive case studies truly challenge you to demonstrate what you've learned. I can think of no other book that addresses both sales leadership and sales management activities in such a simple and complete manner."
?Kerry Robb, Manager, Training and Development, Lockheed Federal Credit Union, Burbank, California

Aus dem Klappentext

Some say that managing salespeople is like commanding a ship. As captain, you hold the responsibility of guiding your crew and keeping the ship afloat. Unfortunately, sales managers almost never receive proper training, and without the proper skills, they end up crashing their company on the rocks.

But now, sales managers can turn to Managing for Sales Results for the answers they've been looking for. It assists you in improving your leadership and communication skills and provides valuable information on how to handle every type of salesperson. Packed with step-by-step guidance, this practical sales guide will help you lead your staff to greater profit.

This comprehensive guide explores the unique behavioral styles of salespeople and shows you how to work with their diverse personalities. You'll soon be able to forge a loyal, dedicated, and effective sales team and master the critical core competencies that sales managers need to succeed in today's sales world.

From interviewing candidates to training new hires to managing established sales pros, Managing for Sales Results covers every aspect of quality team-building and sales management. Plus, you'll learn how to design and implement team sales strategies that lead to lasting success.

Step by step, Managing for Sales Results will help you build an effective, devoted team and lead them to consistent, superior results. Based on his long experience as a top-performing salesperson, Ron Marks gives you the proven and practical guidance needed to motivate individuals and teams, counsel salespeople for improved sales results, and maintain consistent and positive morale.

This expert, comprehensive guide is the only resource today's sales manager needs to improve sales performance and ensure lasting competitive advantage.