Sales Management
Sales Management details the
strategy, tactics, qualitative and quantitative knowledge, and hands-on instruction found
in today's finest business schools and executive education seminars, then outlines a
step-by-step model for constructing and maintaining a superior sales organization. Sales
managers, sales force team leaders, marketing executives, and other professionals can use
its proven formulas for success, case studies, exercises, charts, checklists, and quizzes
to discover how to:
• Always look for new,
better salespeople, and treat hiring as a proactive rather than reactive tool
• Understand and use
technology, sales force automation, customer relationship management, ecommerce, and the
Internet to increase sales force productivity and capacity
• Use probing interview
questions and reference checking to build a compelling, accurate picture of each job
applicant, allowing you to hire the best and reduce turnover
• Test all salespeople even
those with years in the field on products, competitors, customer knowledge, and selling
skills. Use the results to create quarterly individual development plans
• Use focused
"ride-withs" to observe change adoption, and reinforce best practices
• Expertly use proper
channel choice, sales force architecture, targeting, deployment, sizing, and territory
management to lower costs and increase revenues
• Profile each salesperson
as to needs, goals, aspirations, and problems, then use this knowledge to personalize your
motivational strategies
• Design compensation plans
that reward salespeople's actions and results that are most important for your company's
success
• Develop quarterly
appraisals, which not only evaluate salespeople's results but also the skills, knowledge,
action, and personal characteristics that drive those results
As a sales manager in today's
global marketplace you are faced with enormous challenges, from more aggressive, agile
competition to an increasingly rootless sales force. Let Sales Management a new and
important component of the McGraw-Hill Executive MBA Series show you how to meet and
overcome each of these challenges and put together a sales force that is confident,
competitive, and committed to meeting and exceeding its sales goals.
About the Author
Robert Calvin is president of
Management Dimensions, Inc., an international consulting firm specializing in sales
management training, sales training, marketing, and strategy for clients ranging from the
Fortune 500 to the Inc. 100. Calvin is an adjunct professor at the University of Chicago
Graduate School of Business, where he teaches sales force management in the MBA and
executive education programs. As a popular teacher, consultant, entrepreneur, salesperson,
sales manager, and executive, Calvin has rebuilt many sales forces. His previous books
include the award-winning Managing Sales for Business Growth and Profitable Sales
Management and Marketing for Growing Businesses.
250 pages