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

by N/A

• Used

  Hardcover
  2009

  $3.48

  Coaching has traditionally focused entirely on the individual...sometimes even at the expense of improving measurable business results for the company. Now, The Coaching Connection shows managers how they can use contextual coaching to simultaneously promote both individual and organizational growth. The book helps readers align what individual contributors do best with what organizations need most, ensuring everyone involved their highest probability for success. Readers will find a coaching methodology that takes into consideration factors such as strategy, organizational structure, corporate culture, and company-wide communication. The book includes a 360-degree assessment covering the ten most essential skill sets of well-balanced and effective leaders, as well as systems for measuring and managing talent. This is an essential guidebook for companies seeking to improve their people...and their bottom line results.

• Used

  Hardcover
  2000

  $3.48

  All 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.