Sales Management (The Brian Tracy Success Library) (English and English Edition)

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. 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. The pressure surrounding the sales manager is intense. Given the task of recruiting, managing, and motivating a top team of high-performing sales professions, so much of the sales manager’s success is dependent on others. Or is it?Sales expert Brian Tracy has spent decades studying the most successful sales managers and professionals in every industry. In this indispensable pocket-sized resource, he has encapsulated 6 key characteristics of a winning sales team. In Sales Management, he distills these simple but powerful strategies so that sales managers can learn how to:• Select and recruit sales champions• Establish clear objectives• Inspire singleness of purpose• Motivate people with the right incentives• Develop winners through continuous coaching and training• Conduct game-changing performance reviews• De-hire poor performers• And moreDon’t leave your success as a sales manager in the hands of others. Learn today how YOU can increase your sales team’s effectiveness, improve their bottom line, and advance your own career in the process. Content: Introduction -- The role of the sales manager -- Build a great sales team -- Selecting champions -- Start them off right -- Manage by sales objectives -- The psychology of sales success -- Practice the performance formula -- Improve your leadership style -- Reward sales performance -- Develop winning salespeople -- Plan sales activities -- Satisfy salespeople's basic needs -- The 80/20 rule in sales management -- Use the canei method -- Brainstorming for sales improvements -- Discipline salespeople effectively -- Let your poor performers go -- Lead by example -- The control valve on performance -- Four keys to building salespeople -- Courage, the vital quality of success. Introduction The role of the sales manager Build a great sales team Selecting champions Start them off right Manage by sales objectives The psychology of sales success Practice the performance formula Improve your leadership style Reward sales performance Develop winning salespeople Plan sales activities Satisfy salespeople's basic needs Keep them focused Use the CANEI method Brainstorming for sales improvements Discipline salespeople effectively Let your poor performers go Lead by example The control valve on performance Four keys to building salespeople Courage, the vital quality of success. Cover; Title; Contents; Introduction; 1 The Role of the Sales Manager; 2 Build a Great Sales Team; 3 Select Champions; 4 Start Them Off Right; 5 Manage by Sales Objectives; 6 The Psychology of Sales Success; 7 Practice the Performance Formula; 8 Improve Your Leadership Style; 9 Reward Sales Performance; 10 Develop Winning Salespeople; 11 Plan Sales Activities; 12 Satisfy Salespeople's Basic Needs; 13 Keep Them Focused; 14 Use the CANEI Method; 15 Brainstorm for Sales Improvements; 16 Discipline Salespeople Effectively; 17 Let Your Poor Performers Go; 18 Lead by Example "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."-- Unedited summary from book 19 The Control Valve on Performance20 Four Keys to Building Salespeople; 21 Courage, the Vital Quality of Success; Index; A; B; C; D; E; F; G; H; I; J; L; M; N; O; P; Q; R; S; T; V; W; Z; About the Author; Free Sample Excerpt from Unlimited Sales Success by Brian Tracy; Copyright