Sales management for dummies
Guide your sales force to its fullest potential With a proven sales management and execution process, Sales Management For Dummies aids organizations and individuals in reaching the highest levels of success. Although selling products or services is a central part of any sales job, there's much...
| Otros Autores: | |
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| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Hoboken, New Jersey :
John Wiley & Sons, Inc
2015.
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| Edición: | 1st edition |
| Colección: | --For dummies.
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| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009629810406719 |
Tabla de Contenidos:
- Title Page; Table of Contents; Introduction; About This Book; Foolish Assumptions; Icons Used in This Book; Beyond the Book; Where to Go from Here; Part I: Welcome to the World of Sales Management; Chapter 1: You're a Sales Manager - Now What?; Understanding Your Role as a Sales Manager; Transitioning from Salesperson to Sales Manager; Assessing Your Current Team; Establishing Your Management Style; Chapter 2: So You Got the Job, Now What Do You Do?; Understanding Your Role as Sales Manager; Establishing Your Own Management Style; Displaying the Characteristics of a Successful Leader
- Chapter 3: Establishing Good Working Relationships across DepartmentsCommunicating Effectively as a Sales Manager; Listening Carefully and Asking Questions; Navigating Personalities at Work; Writing like a Manager; Avoiding the Pitfalls of Email; Part II: Building the Team; Chapter 4: Who's On First: Building Your Best Team; Evaluating Your Current Sales Team; Key Elements of a Successful Salesperson; Chapter 5: Adding New Players to the Team; Recruiting New Sales Talent; Interviewing Candidates; Avoiding the So-Called Professional Interviewees; Knowing When to Make the Offer
- Chapter 6: Hiring and Onboarding New StaffHiring Your Next Superstar; Onboarding: An Annoying Word But an Important Process; Designing a Winning Onboarding Packet; Chapter 7: Defining Your Sales Process and Training Your Team; Mapping the Path from Prospect to Customer: Defining Your Sales Process; Training Your Team on Planning and Prospecting; Presentation Is Everything; Teaching "Asking for the Sale"; Training Your Team in Finalizing the Sale; Training Your Team to Request Referrals; Knowing the Product; Making the Most of Sales Technology; Part III: Training and Development
- Chapter 8: Defining Your ExpectationsDefining Your Expectations in Writing; Setting Up the Guardrails: Providing Regular Guidance; Developing an Incentive Program that Works; Chapter 9: Ongoing Training and Helping Your Salespeople Grow; Recognizing the Value of Ongoing Training; Keeping the Fire Burning: Providing Ongoing Training and Development; Spring Training: Planning an Annual Professional Development Event; Bringing in an Outside Trainer; When Less Is Actually More: Avoiding Burnout among Team Members; Chapter 10: Creating and Running an Effective Sales Meeting
- Developing a Sales Meeting CalendarConducting a Sales Meeting; Avoiding the Pitfalls: What Not to Do; Leave 'Em Wanting More; Part IV: Sales Meetings and Key Performance Indicators; Chapter 11: Measuring What Matters: Key Performance Indicators; The Big Three KPIs; Looking at other Measurable Matrices; Using CRM Software; Looking at the Ultimate Performance Indicator; Chapter 12: Assessing Performance: Keeping Score and Celebrating Wins; Talking about the Money: Sales Forecasts, Budgets, and Goals; Avoiding Complacency: Competition Is Good!; Delivering Effective Praise
- Chapter 13: Addressing Poor Performance: Counseling and Critiquing Effectively
