SECRETS OF GREAT SALES MANAGEMENT SIMPKINS R. Księgarnia

The most advanced strategies for tomorrow's sales managers The new breed of sales manager is expected to lead the sales team in an effort not just to close deals, but contribute to the overall strategic rationale of the organization. The Secrets of Great Sales Management gives readers a proven, step-by-step process for keeping pace with the issues currently revolutionizing sales management, as well as managing their own careers

This is not your father's sales career. Between technology, globalization, and the ever-accelerating pace of business, mastery of sales and sales management depends on the ability to respond to changing products, customers shifting gears, and the mercurial rise and fall of markets.

The Secrets of Great Sales Management presents a powerful and dynamic approach that lets any sales team stay ahead of the curve. This easy-to-apply process reveals the crucial milestones and objectives you must hit in the planning, preparation, and execution of your sales strategy. Author Robert Simpkins provides a roadmap that will guide you and your organization to substantially greater sales, with strategies for:

Benchmarking customer values and synchronizing your critical objectives with those of your customer

Simulating different business scenarios so your team will be prepared for changing customer needs and market conditions

Making sure all your team members are on board and headed in the same direction

Anticipating what resources you'll need and how to acquire them

Setting new standards for your sales team and identifying and hiring new members who meet those standards

Linking sales management processes withother organizational processes

Using software and technology as a point of differentiation

Establishing compensation plans and employee growth plans that drive individual, team, and enterprise-wide results

Forecasting more accurately by identifyingevery factor that affects your forecast

Coaching and counseling your team,individually and collectively, for maximum productivity

Creating rewarding and attainable career plans for all your team members

And building an effective succession plan that will establish a legacy of strong sales leadership in your company.

The book also includes two powerful self assessment exercises: a leadership growth plan to help you identify strengths, weaknesses, opportunities, and threats (SWOT analysis) and a 22-point Checklist for Success for making sure you're doing everything possible to benefit the team and the company.

The Secrets of Great Sales Management is a step-by-step guide to creating a proactive sales organization that thrives on the new dynamics of business. It's filled with clear examples, practical tools, and the authors proven methods for getting the most from your team, your resources, and yourself year after year.

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 of customer-facing professionals. He has provided knowledge transfer initiatives in over forty countries 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.

212 pages

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