ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game - Hardcover

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William “Skip” Miller is president of M3 Learning, a sales and management development company, and an instructor for numerous AMA sales management training programs. He is the author of several books, including ProActive Sales Management, ProActive Selling, and Ultimate Sales Tool Kit, and co-author of Knock Your Socks Off Prospecting.

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If you’re working harder and longer year after year to squeeze out your numbers, it’s time to do things differently. Instead of merely reacting to your permanently ringing cell phone, last-minute customer requests, and steady stream of employees who plop down by your desk to discuss their “issues,” it’s time to take control and become a proactive sales manager—one who effectively manages the limited resources of time and energy and leads the sales department with a clear, future-focused plan.

ProActive Sales Management is your one-stop guide to completely rethinking and rebuilding your sales department for success. From what questions to ask during an interview…how to conduct a sales meeting…how to motivate your sales team…to what metrics you should use, this all-in-one resource walks you step by step through every key area of responsibility, explaining how to use proactive strategies to do more, better and faster—and avoid common mistakes that derail your competitors.

Whether you’ve recently joined the management ranks from a frontline sales position, or you’re a long-time pro at organizing sales teams, the powerful strategies and original tools in ProActive Sales Management help you escape the time-draining and energy-sapping reactive mode and lead your organization to new heights of productivity and success—proactively!

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Are you so pressured to make your numbers each quarter that you rarely think about the future of your organization? Do you spend a significant chunk of your time fielding requests from your weakest performers? Is there a steady flow of top talent OUT of your sales office?

If the answer is “yes,” you’re probably a reactive sales manager, ensnared in a daily barrage of messages, demands, and emergencies. But truly successful sales managers aren’t stuck in reactive mode. They’re proactive, with clear-cut goals, measures, strategies, and follow-through. They have their eye on the future, and they know how to get there.

ProActive Sales Management will completely transform the way you and your sales team work. This updated edition of the sales manager’s success manual is packed with hard-won insights into how to efficiently and effectively manage both the big-picture strategic decisions of your department and the day-to-day tactical operations, including hiring, motivating, forecasting, measuring, and performing sales reviews. Written by an experienced sales manager and seminar leader, and filled with original tools and useful examples and exercises, the book’s powerful, proactive approach helps you:

• Transition from making the sales to managing the sales team, and create a proactive culture where goals and objectives are clearly defined and communicated.

• Refocus your attention from the C players to the A players, turning them into A+ players who stay on board and drive revenue up.

• Break your addiction to phone calls, text messages, pagers, and other beeping devices, and devote thoughtful time to prioritizing and planning.

• Measure performance based on objective and subjective metrics that communicate exactly what you expect your salespeople to do and which skills they need to master.

• Hire the right person the first time by using tactics such as reading résumés vertically for telltale clues and treating the interview like a selling situation to evaluate the candidate’s sales abilities.

• Deploy your sales team strategically, and design highly effective long-term and short-term compensation plans.

In today’s high-pressure, complex sales environments, it’s easy to get caught in a panic mode, always jumping from one emergency to another. ProActive Sales Management helps you take control of the sales process and consistently achieve your revenue goals—with no more lost time and wasted effort!

William “Skip” Miller is president of M3 Learning, a sales and management development company, and an instructor for numerous AMA sales management training programs. He is the author of ProActive Selling and More ProActive Sales Management, Ultimate Sales Tool Kit, and co-author of Knock Your Socks Off Prospecting. He lives in Los Gatos, California.