Book Description
Describes the qualities of a successful sales manager, tells how to hire sales representatives, and covers performance evaluation, improvement techniques, and sales meetings.
Author : Barry J. Farber
Publisher :
Page : 132 pages
File Size : 49,63 MB
Release : 1995
Category : Business & Economics
ISBN : 9781564141682
Describes the qualities of a successful sales manager, tells how to hire sales representatives, and covers performance evaluation, improvement techniques, and sales meetings.
Author : Rick Conlow
Publisher : Red Wheel/Weiser
Page : 215 pages
File Size : 16,58 MB
Release : 2013-04-22
Category : Business & Economics
ISBN : 1601635281
Discover and implement “the most important, proven leadership principles and ideas” in just thirty-one days with this step-by-step manual (Ken Hicks, CEO/Chairman, Footlocker, Inc.). It is the rare excellent boss who can achieve great results by earning their staff’s loyalty and inspiring exemplary performance. Now you can learn the secrets of these Superstar leaders—and become one of them. Superstar Leadership examines the key habits of the best and worst bosses, identifying nine key performance drivers that are proven to increase and sustain results. Do you want to earn more money for your company? Electrify your department? Increase customer loyalty, sales, and productivity while simultaneously decreasing turnover, improving innovation, and having fun? With evaluations and activities designed to help you hones your leadership skills, you can achieve all of this. Superstar Leadership will teach you: Why fifty percent of managers fail, and how to avoid being one of them Seven keys to employee motivation The high-performance formula that will catapult your career success The nine strategies of a Superstar leader How to create a high-performing team and exceed your goals And much more!
Author : Robert L. Shook
Publisher : Entrepreneur Press
Page : 288 pages
File Size : 46,56 MB
Release : 2013-04-01
Category : Business & Economics
ISBN : 1599185024
Learn how Roger Newton, the co-discoverer of Lipitor, made an internal sale against all odds that championed the world's all-time best-selling drug. Meet Mark Roesler, CEO of CMG Worldwide, a firm that represents Elvis Presley, James Dean, Marilyn Monroe and hundreds of other departed celebrities. Gain valuable advice from storytellers Martin Shafiroff, America’s number-one financial advisor; Bob LaMonte, a super sports agent who specializes in representing NFL head coaches; Dave Liniger,CEO of RE/MAX... It doesn’t matter if you’re a novice, a seasoned professional, or a high-powered CEO—your success depends on how well you sell your product, your service, your idea, yourself. Seasoned salesmen Robert L. Shook and Barry Farber interviewed top salespersons across a variety of industries and have written a collection of fascinating stories, each offering a lesson, valuable insight, or nugget of wisdom that will enhance your selling skills and boost your sales production. As you read these first-person narratives, you will feel as if they are talking directly to you, revealing valuable details behind their greatest sales moves, and imparting priceless lessons on how to sell your way to success. Most important, you can put their valuable insights to immediate use to boost your career.
Author : Jonathan Whistman
Publisher : John Wiley & Sons
Page : 277 pages
File Size : 29,46 MB
Release : 2016-07-18
Category : Business & Economics
ISBN : 1119286646
The step-by-step guide to a winning sales team The Sales Boss reveals the secrets to great sales management, and provides direct examples of how you can start being that manager today. The not-so-secret "secret" is that a winning sales team is made up of high performers—but many fail to realize that high performance must be collective. A single star cannot carry the entire team, and it's the sales manager's responsibility to build a team with the right balance of skills, strengths, and weaknesses. This book shows you how to find the exact people you need, bring them together, and empower them to achieve more than they ever thought possible. You'll learn what drives high performance, and how to avoid the things that disrupt it. You'll discover the missing pieces in your existing training, and learn how to invest in your team to win. You'll come away with more than a better understanding of great sales management—you'll have a concrete plan and an actionable list of steps to take starting right now. Your people are the drivers, but you're the operator. As a sales manager, it's up to you to give your team the skills and tools they need to achieve their potential and beyond. This book shows you how, and provides expert guidance for making it happen. Delve into the psychology behind peak performance Hire the right people at the right time for the right role Train your team to consistently outperform competitors Build and maintain the momentum of success to reach even higher Without sales, business doesn't happen. No mortgages paid, no college funds built, no retirement saved for, until the sales team brings in the revenue. If the sales team wins, the organization wins. Build your winning team with The Sales Boss, the real-world guide to great sales management.
Author : Sydney Finkelstein
Publisher : Penguin
Page : 274 pages
File Size : 38,25 MB
Release : 2019-02-05
Category : Business & Economics
ISBN : 0525537325
"Superbosses is the rare business book that is chock full of new, useful, and often unexpected ideas. After you read Finkelstein's well-crafted gem, you will never go about leading, evaluating, and developing talent in quite the same way.”—Robert Sutton, author of Scaling Up Excellence and The No Asshole Rule “Maybe you’re a decent boss. But are you a superboss? That’s the question you’ll be asking yourself after reading Sydney Finkelstein’s fascinating book. By revealing the secrets of superbosses from finance to fashion and from cooking to comic books, Finkelstein offers a smart, actionable playbook for anyone trying to become a better leader.”—Daniel H. Pink, author of To Sell Is Human and Drive A fascinating exploration of the world’s most effective bosses—and how they motivate, inspire, and enable others to advance their companies and shape entire industries, by the author of How Smart Executives Fail. A must-read for anyone interested in leadership and building an enduring pipeline of talent. What do football coach Bill Walsh, restauranteur Alice Waters, television executive Lorne Michaels, technology CEO Larry Ellison, and fashion pioneer Ralph Lauren have in common? On the surface, not much, other than consistent success in their fields. But below the surface, they share a common approach to finding, nurturing, leading, and even letting go of great people. The way they deal with talent makes them not merely success stories, not merely organization builders, but what Sydney Finkelstein calls superbosses. After ten years of research and more than two hundred interviews, Finkelstein—an acclaimed professor at Dartmouth’s Tuck School of Business, speaker, and executive coach and consultant—discovered that superbosses exist in nearly every industry. If you study the top fifty leaders in any field, as many as one-third will have once worked for a superboss. While superbosses differ in their personal styles, they all focus on identifying promising newcomers, inspiring their best work, and launching them into highly successful careers—while also expanding their own networks and building stronger companies. Among the practices that distinguish superbosses: They Create Master-Apprentice Relationships. Superbosses customize their coaching to what each protégé really needs, and also are constant founts of practical wisdom. Advertising legend Jay Chiat not only worked closely with each of his employees but would sometimes extend their discussions into the night. They Rely on the Cohort Effect. Superbosses strongly encourage collegiality even as they simultaneously drive internal competition. At Lorne Michaels’s Saturday Night Live, writers and performers are judged by how much of their material actually gets on the air, but they can’t get anything on the air without the support of their coworkers. They Say Good-Bye on Good Terms. Nobody likes it when great employees quit, but superbosses don’t respond with anger or resentment. They know that former direct reports can become highly valuable members of their network, especially as they rise to major new roles elsewhere. Julian Robertson, the billionaire hedge fund manager, continued to work with and invest in his former employees who started their own funds. By sharing the fascinating stories of superbosses and their protégés, Finkelstein explores a phenomenon that never had a name before. And he shows how each of us can emulate the best tactics of superbosses to create our own powerful networks of extraordinary talent.
Author : Barry Farber
Publisher :
Page : pages
File Size : 16,46 MB
Release :
Category :
ISBN : 9788178093079
Author : Barry J. Farber
Publisher :
Page : 132 pages
File Size : 17,58 MB
Release : 1995
Category : Business & Economics
ISBN : 9781564141682
Describes the qualities of a successful sales manager, tells how to hire sales representatives, and covers performance evaluation, improvement techniques, and sales meetings.
Author : Steve Stauning
Publisher : Createspace Independent Publishing Platform
Page : 418 pages
File Size : 39,5 MB
Release : 2018-07-16
Category :
ISBN : 9781722816728
Assumptive selling is about knowing everyone is a buyer... and knowing that the first time you believe someone is not, you'll be right. Take charge of your sales career by recognizing that everyone is a buyer and they want to buy today. What's more, is that if you do take charge, if you are direct, and if you provide the right guidance, they'll want to buy from you!
Author : Steve Suggs
Publisher : SalesManage Solutions LLC
Page : 169 pages
File Size : 19,21 MB
Release : 2012-03-27
Category : Business & Economics
ISBN : 0982609884
Author : Jason Jordan
Publisher : McGraw Hill Professional
Page : 272 pages
File Size : 39,93 MB
Release : 2011-10-14
Category : Business & Economics
ISBN : 0071769617
Boost sales results by zeroing in on the metrics that matter most “Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.” —Arthur Dorfman, National Vice President, SAP “Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.” —Mike Nathe, Senior Vice President, Essilor Laboratories of America “The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field—and this book tells how do to that in an easy-to-understand, actionable manner.” —Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions “There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn’t see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.” —John Davis, Vice President, St. Jude Medical “Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.” —Bob Kelly, Chairman, The Sales Management Association “A must-read for managers who want to have a greater impact on sales force performance.” —James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University “This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!” —Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories About the Book: There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed? Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover: The five critical processes that drive sales performance How to choose the right processes for your own team The three levels of sales metrics you must collect Which metrics you can “manage” and which ones you can’t How to prioritize conflicting sales objectives How to align seller activities with business results How to use CRM to improve the impact of coaching As Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.” Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don’t. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.