Sales Management (The Brian Tracy Success Library)
By Brian TRACY
Publisher: AMACOM
Final Release Date: July 2015
Pages: 112

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.

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