PRODUCT DETAILS
Hardcover: 240 pages
Publisher: AMACOM; Second Edition (July 15, 2009)
Language: English
ISBN-10: 0814414567
ISBN-13: 978-0814414569
Product Dimensions: 9"x6"x1”
More ProActive Sales Management
Building on the concrete advice and practical, powerful strategies revealed in its predecessor, More ProActive Sales Management provides harried sales managers with a proven method for managing the sales process and their people. Packed with specific, field-tested techniques, this helpful guide focuses on the five primary areas in which mistakes occur: internal team decisions, upward decisions, sales decisions, infrastructure decisions, and decisions regarding the manager himself. Readers will learn how to:
- Regain control of their time
- Create a proactive sales culture
- Motivate a sales team
- Use simple yet powerful metrics
- Weed out failures quickly
- Coach and counsel up and down the sales organization
- Reduce reports to one sheet of paper and 10 minutes a week
- Forecast more confidently
This book shows sales managers at every level how to manage for great results!
Customer Reviews
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?
- Mark Dio
Torrence, CA
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.
- Monique Love
Sausalito, CA