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