مدیریت فروش پرو اکتیو: چگونه رهبری کنیم، انگیزه بدهیم و از رقبا جلو بزنیم

Few sales managers are true managers, often falling back on the skills that made them great at sales. This essential book, now updated with strategies in line with the changes in sales since the book's original publication, provides readers with a proven method for managing the sales process, as well as the salespeople. This title is packed with specific, field-tested techniques. Packed with all new metrics and tactics for making the numbers in today's competitive sales environment, this is an important resource no sales manager should be without.

If you’re working harder and longer year after year to squeeze out your numbers, it’s time to do things differently. Instead of merely reacting to your permanently ringing cell phone, last-minute customer requests, and steady stream of employees who plop down by your desk to discuss their “issues,” it’s time to take control and become a proactive sales manager—one who effectively manages the limited resources of time and energy and leads the sales department with a clear, future-focused plan.

ProActive Sales Management is your one-stop guide to completely rethinking and rebuilding your sales department for success. From what questions to ask during an interview…how to conduct a sales meeting…how to motivate your sales team…to what metrics you should use, this all-in-one resource walks you step by step through every key area of responsibility, explaining how to use proactive strategies to do more, better and faster—and avoid common mistakes that derail your competitors.

Whether you’ve recently joined the management ranks from a frontline sales position, or you’re a long-time pro at organizing sales teams, the powerful strategies and original tools in ProActive Sales Management help you escape the time-draining and energy-sapping reactive mode and lead your organization to new heights of productivity and success—proactively!

As the president of a major sales company and experienced sales management trainer, author William Miller provides sales managers a proven method for successfully managing both sales processes and salespeople.Packed with specific, field-tested techniques, ProActive Sales Management teaches you how to:motivate a sales team;get your sales team to prospect and qualify;create a proactive sales culture;effectively coach and counsel up and down the sales organization;reduce reports to one sheet of paper and 10 minutes a week;forecast with up to 90 percent accuracy;and take A players to A+ levels.Today's sales managers have to be quicker than ever, being more proactive about hiring the best performers and retaining them while multitasking with managing complex sales processes in order to close more deals.Filled with all new metrics and tactics for making the numbers in today's sales environment, ProActive Sales Management is an invaluable resource for this brand of highly in-demand leaders. Today's sales managers have to be quicker than ever, being more proactive about hiring the best performers and retaining them, multi-tasking, and managing complex sales processes in order to close more and more deals. This book provides readers with 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:motivate a sales teamget their sales team to prospect and qualifycreate a proactive sales cultureeffectively coach and counsel up and down the sales organizationreduce reports to one sheet of paper and 10 minutes a weekforecast with up to 90% accuracytake A players to A+ levelsPacked with all new metrics and tactics for making the numbers in today's sales environment, this is an important resource no sales manager should be without. Today's sales managers have to be quicker than ever, being more proactive about hiring the best performers and retaining them, multi-tasking, and managing complex sales processes in order to close more and more deals. This book provides readers with 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: motivate a sales team get their sales team to prospect and qualify create a proactive sales culture effectively coach and counsel up and down the sales organization reduce ProActive sales manager-defining the new breed of sales manager -- Sales cultures and the ability to communicate them -- Manage the right things-time and people -- Finding and recruiting the best sales team -- Corrective action -- ProActive management skills -- If you can't measure it, why do it? -- Territory planning, compensation, and rewards -- Sales meetings -- Create the proActive action plan -- The technology of sales Shows managers how they can use contextual coaching to simultaneously promote both individual and organizational growth. This book helps readers align what individual contributors do best with what organizations need most, ensuring everyone involved their highest probability for success.