03121oam 22004934a 450 991067851310332120220725183731.00-8144-2556-9(CKB)111004368609852(MH)008532262-8(SSID)ssj0000079697(PQKBManifestationID)11983388(PQKBTitleCode)TC0000079697(PQKBWorkID)10076150(PQKB)11282049(OCoLC)47009693(OCoLC-P)47009693(CaSebORM)0814405452(EXLCZ)9911100436860985220000821d2001 uy 0engurcn|||||||||txtccrProActive sales management how to lead, motivate, and stay ahead of the game /William "Skip" Miller[electronic resource]New York AMACOMc20011 online resource (xvi, 239 p. )ill. ;Includes index.0-8144-0545-2 Chapter 1ProActive Sales Manager--Defining the New Breed of Sales Manager1 --Chapter 2Sales Cultures and the Ability to Communicate Them25 --Chapter 3Manage the Right Things--Time and People43 --Chapter 4Finding and Recruiting the Best Sales Team65 --Chapter 5Corrective Action129 --Chapter 6ProActive Management Skills145 --Chapter 7If You Can't Measure It, Why Do It?167 --Chapter 8Territory Planning, Compensation, and Rewards189 --Chapter 9Sales Meetings213 --Chapter 10Create the ProActive Action Plan221.AnnotationAll sales managers work like crazy, but few are true managers. That's because they tend to fall back on the skills that made them great at sales ... instead of adopting the new skills that will make them great managers. This essential book, which speaks their language, will turn them into management pros. It teaches a proven method for managing the sales process as well as the salespeople. Packed with specific, field-tested techniques, ProActive Sales Management shows sales managers how to: regain control of their time -- create a proactive sales culture -- motivate a sales team -- manage to simple yet powerful metrics -- weed out failures quickly -- effectively coach and counsel up and down the sales organization -- measure not to revenue, but to the things that create revenue -- reduce reports to one sheet of paper and 10 minutes a week -- forecast more confidently -- manage the sales organization the way it should be managed.Sales managementSales management.658.8/1Miller William1955-886436DLCDLCC#PBOOK9910678513103321ProActive sales management2414538UNINAThis Record contains information from the Harvard Library Bibliographic Dataset, which is provided by the Harvard Library under its Bibliographic Dataset Use Terms and includes data made available by, among others the Library of Congress