Sales Management (The Brian Tracy Success Library) (English and English Edition)
Format: PDF / Kindle (mobi) / ePub
The job of the sales manager is to recruit, manage, and motivate a top team of high-performing sales professionals. This book shows you how to do it. World-renowned sales expert Brian Tracy has spent decades studying what sets the most successful sales managers and professionals apart from the rest--and now in this pocket-sized guide, he distills these simple but powerful strategies. Readers will discover the six key characteristics of a winning sales team and learn how to: Select and recruit sales champions - Start them off on the right foot - Establish clear objectives - Determine a sales plan - Inspire singleness of purpose - Demonstrate respect and appreciation - Motivate people with the right incentives - Boost their self-concept to boost revenue - Develop winners through continuous coaching and training - Brainstorm sales solutions - Measure results - Conduct game-changing performance reviews - Discipline effectively - De-hire poor performers -Lead by example A compact but essential resource, "Sales" "Management" will help readers increase the effectiveness of their sales force, improve their bottom line, and advance their own career and satisfaction in the process.
days?” Or, “How can we get more customers to buy faster than today?” You can use brainstorming questions for each part of the sales process. For example, you could ask, “How can we find and set appointments with more qualified prospects than we are getting today?” You can also ask, “What are three things that we could do in every initial meeting with a customer to build higher levels of rapport and trust?” The variety of questions you can ask is limited only by your imagination. PROPER
context of political debate and policy discussions, the outcomes and results would be very different from many of the national and statewide political decisions being made today. 2. What kind of a family would my family be if everyone in it was just like me? Answering this question and taking action on your answer can have a major impact on your family in many different respects. 3. What kind of a company would my company be if everyone in it was just like me? When you ask this question, if
you are honest, you will see that there is always room for improvement. Sometimes just changing one key behavior can make a big difference in the performance of your sales team. Identify One Characteristic One of my friends is considered to be the top management coach in the United States. He works only with the key executives in Fortune 1,000 companies. He is brought in by the CEO or the board of directors to work with a problem executive who, aside from one or two personality faults, is a
characteristics, interfering with staff productivity, 102 physical contact, by salespeople, 111–112 physical security, 65 planning, 5–6 emphasis on, 12–13 sales activities, 58–63 positive regard, unconditional, 110–111 potential customer, unpredictability of, 59 praise in public, 91 presenting, 73–74, 78 probability, law of, 23, 59 product knowledge, training in, 21 productivity factors predicting, 25 of sales meetings, 68–69 promotion, as reward, 52–53 prospecting, 73–74, 76–77
http://www.amacombooks.org/book.cfm?isbn=9780814434215 Creativity & Problem Solving http://www.amacombooks.org/book.cfm?isbn=9780814433164 Sales Success http://www.amacombooks.org/book.cfm?isbn=9780814449196 Business Strategy http://www.amacombooks.org/book.cfm?isbn=9780814436271 Sales Management http://www.amacombooks.org/book.cfm?isbn=9780814436295 For more information, please visit: www.amacombooks.org To learn more about Brian Tracy visit his website: http://www.briantracy.com/