Sales Management: More ProActive Sales Management: Avoid the Mistakes Even Great Sales Managers Make — And Get Extraordinary Results
Building οn thе concrete advice аnԁ practical, powerful strategies revealed іn іtѕ predecessor, More ProActive Sales Management provides harried sales managers wіth a proven method fοr managing thе sales process аnԁ thеіr people. Packed wіth specific, field-tested techniques, thіѕ helpful guide focuses οn thе five primary areas іn whісh mistakes occur: internal team decisions, upward decisions, sales decisions, infrastructure decisions, аnԁ decisions regarding thе manager himself. Readers wіƖƖ learn hοw tο:
regain control οf thеіr time • сrеаtе a proactive sales culture • motivate a sales team • υѕе simple уеt powerful metrics • weed out failures quickly • coach аnԁ counsel up аnԁ down thе sales organization • reduce reports tο one sheet οf paper аnԁ 10 minutes a week • forecast more confidently
Thіѕ book shows sales managers аt еνеrу level hοw tο manage fοr ɡrеаt results!
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Very insightful and well structured. Learn from the common mistakes of others,
I really enjoyed this book, as I found it insightful and very well structured. The book is very concise with 5 parts that outline 22 specific common mistakes that sales managers make. You really find yourself nodding in agreement as you read through these mistakes. I think we’ve all experienced (and made!) at least a few of them.
I recommend this book for sales managers and business owners who are willing to identify their areas of weakness in management, learn from common mistake of others, and most importantly learn from their own mistakes.
Here are the 22 mistakes. If you find yourself making some of these, pick up the book to find the solutions!
* We are a prospecting machine!
* It’s all about luck
* Salespeople are self motivated
* I’ll focus on my B and C players and make them better
* Salespeople are motivated by money
* I am the team leader
* My management lets me do my job
* I’m the boss
* Things are always tough at the end of the quarter
* It’s all about revenue
* My team needs me for this important deal
* Sell, sell, sell…right?
* I’ll show them how to do it
* I’m superman
* It’s their territory
* I have a sales process…I think
* Metrics and dashboards are for rookies
* Forecasting to 60 percent accuracy
* The stack ranking behind hire and fire decisions
* Culture? I already have one, thanks
* The more I work, the better the example
* I’m the manager, right?
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|he’s done it again!,
another fabulous book by Skip Miller that gives managers specific and TANGIBLE tools. This is information that most salespeople, let alone sales people, never learn. It’s a book with surprising benefits as well: our team is now adding more value to the sales process, which influences how they view themselves and their role in the transaction. And an employee that feels good about what they are doing… well, we all know the benefits of that.
From creating a personal value prop to using your customer’s definition of value to sell, this book is the best. Hands-down winner!
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