The Secrets of Great Sales Management: Advanced Strategies for Maximizing Performance by Robert A. Simpkins AMACOM © 2004
This innovative book shows sales managers how to work together with changing corporate goals without sacrificing the exceptional results they were hired to achieve.
Table of Contents The Secrets of Great Sales Management—Advanced Strategies forMaximizing Performance Introduction
Part 1 - Planning
Chapter 1 - The Changing World of Sales Management Chapter 2 - Planning For Today and Tomorrow Chapter 3 - Crafting the Professional Sales Force
Part 2 - Preparing
Chapter 4 - Finding the Talent Chapter 5 - Strengthening the Sales Team Chapter 6 - Compensation Programs That Drive Superior Performance
Part 3 - Producing
Chapter 7 - Now Lead:Measuring and Managing Performance Chapter 8 - Coaching and Counseling Chapter 9 - Looking Toward the Future Conclusion A Leadership Growth Plan A Checklist for Success Index List of Figures List of Examples
Back Cover Fortune-teller. Psychologist. Financial Analyst. As a sales manager, you’re probably all too familiar with those roles. And those are just a few of the many hats you wear whilemaking sure your team has what it needs to close deals. Plus, these days it’s all you can do to keep up with the constant shifts in your customers’ needs and business strategies. The Secrets of Great Sales Management shows you and your reps how to work in concert with those changing goals and create lasting customer relationships—without sacrificing the exceptional bottom-line results you areexpected to receive. This practical book is filled with powerful strategies for: clarifying short-, medium-, and long-term goals establishing new performance standards and measurements improving training programs building compensation plans that drive performance and complement desired outcomes creating career development plans for team members The Secrets of Great Sales Management will help youbuild a stronger connection between your company’s goals and your team’s sales strategy. It’s a timely tool with everything you need to build and maintain an outstanding sales program—now. About the Author Robert A. Simpkins is cofounder and president of Global Crosswinds, L.L.C., an acclaimed international advisory, benchmarking, and training firm focusing on performance improvement ofcustomer-facing professionals. He has provided knowledge-transfer initiatives in over forty counties and is a member of the American Management Association faculty team, delivering more than sixty strategic planning, sales, marketing, and customer service sessions a year.
The Secrets of Great Sales Management—Advanced Strategies for Maximizing Performance
Robert A. Simpkins AMACOM American ManagementAssociation New York • Atlanta • Brussels • Chicago • Mexico City • San Francisco Shanghai • Tokyo • Toronto • Washington, D.C. Special discounts on bulk quantities of AMACOM books are available to corporations, professional associations, and other organizations. For details, contact Special Sales Department, AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019.Tel.: 212-903-8316. Fax: 212-903-8083. Web site: www.amacombooks.org This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competentprofessional person should be sought. Library of Congress Cataloging-in-Publication Data Simpkins, Robert A., 1945– The secrets of great sales management : advanced strategies for maximizing performance / Robert A. Simpkins. p. cm. Includes index. ISBN 0-8144-7238-9 (hardcover) 1. Sales management. 2. Sales personnel—Training of. I. Title. HF5438.4.S52 2004 658.8'I1—dc 222004004340 2004 Robert...
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