Sales Management For Dummies - Softcover

Über die Autorin bzw. den Autor

Butch Bellah is an expert salesperson, trainer, author, motivational speaker, and one-time stand-up comedian. For more than 30 years, he has honed his sales skills and trained others in the fine art of gaining more appointments, winning more business, and retaining more customers.

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Learn to:

• Reach your fullest potential in sales management
• Effectively inspire great performance from any sales force
• Prospect, recruit, and increase your organization's income and success

Learn to manage, recruit, and inspire your sales force!

Effective selling is an art form. This book shows you how to develop that talent as a sales manager. It's loaded with tips for building a successful sales force, such as anticipating your sales people's needs, developing insight, training effectively, and coaching your team to greatness. Here's your one-stop guide to sales management success!

• You've got the job, now what? — discover what a sales manager's job entails and the secrets of creating a good working relationship with your team
• Taking stock of your team — assess your existing team, determine its strengths and weaknesses, and learn how to recruit and interview new talent
• Team training — develop the ideal basic training process that includes product knowledge, prospecting and closing techniques, and essential technology
• The Dreaded Sales Meeting--find out how to build a meeting agenda that make sales meetings effective, motivating, and productive.
• Measuring success — look at ways to identify and measure key performance indicators and keep morale high by celebrating wins
• Long-range management — keep your superstars inspired and deal with those who aren't keeping up

Open the book and find:

• What new sales managers need to know
• Ways to spot talent
• Why it's important to define your expectations
• How to determine what motivates your salespeople
• Common pitfalls and how to dodge them
• Tips for bringing new people on board
• Sales contests that are fun
• Ten great apps for busy managers