Join Amazon Prime and get unlimited Free One-Day Delivery. Already a member? Sign in.
Frequently Bought Together
Customers Who Bought This Item Also Bought
by Paul, R DiModica
|
by Keith M. Eades
|
by Paul R. DiModica
|
by Zoltners
|
The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies by Chet Holmes |
Product details
Would you like to update product info or give feedback on images?
|
Customers Viewing This Page May Be Interested in These Sponsored Links(What is this?) |
Product Description
Synopsis
Many executives continue to manage their companies based on management concepts carried over from the organizational structures of Fortune 500 corporations or some business article they read in a trade publication for their industry. In doing so, they stagnate the growth of their firms as they attempt to grow revenue with aging sales management methodologies. Fortune 500 sales management models need discipline and are based on non-shifting industries, rigid markets, and years of established business structure needed to manage pre-programmed budgets and operating markets. They have very detailed job descriptions, budgets, staff positions, line positions, sales forecasts, pay plans, and weekly executive meetings--all based on big companies' business needs to manage by department. However, this management structure often creates friction between the sales department and the other department heads that directly influence revenue generation. Instead of building a successful sales team environment, it builds permanent silos.To be successful in sales management, you need to maximize the investment you have in your current sales team and set a pattern of team management that will help you and future sales team members become more successful. This book is designed for vice presidents of sales or sales managers working in growth directed companies. It provides tactical and strategic information on hiring the right salespeople, setting up metrics, developing effective compensation plans, setting up training programs, determining sales quotas, managing forecasts, managing strategic alliances, and integrating other departments to achieve the highest performance for your company.
Many executives continue to manage their companies based on management concepts carried over from the organizational structures of Fortune 500 corporations or some business article they read in a trade publication for their industry. In doing so, they stagnate the growth of their firms as they attempt to grow revenue with aging sales management methodologies. Fortune 500 sales management models need discipline and are based on non-shifting industries, rigid markets, and years of established business structure needed to manage pre-programmed budgets and operating markets. They have very detailed job descriptions, budgets, staff positions, line positions, sales forecasts, pay plans, and weekly executive meetings--all based on big companies' business needs to manage by department. However, this management structure often creates friction between the sales department and the other department heads that directly influence revenue generation. Instead of building a successful sales team environment, it builds permanent silos.To be successful in sales management, you need to maximize the investment you have in your current sales team and set a pattern of team management that will help you and future sales team members become more successful. This book is designed for vice presidents of sales or sales managers working in growth directed companies. It provides tactical and strategic information on hiring the right salespeople, setting up metrics, developing effective compensation plans, setting up training programs, determining sales quotas, managing forecasts, managing strategic alliances, and integrating other departments to achieve the highest performance for your company.
Suggested Tags from Similar Products(What's this?)Be the first one to add a relevant tag (keyword that's strongly related to this product)
|
What Do Customers Ultimately Buy After Viewing This Item?
 |
66% buy the item featured on this page: Sales Management Power Strategies: Building a Replicable and Scalable Sales Process£15.19 |
 |
34% buy Sales Management (McGraw-Hill Executive MBA Series) £7.49 |
Customer Reviews
There are no customer reviews yet. Create your own review
| |||
Video reviews
|
|
Listmania!
Look for similar items by category
- Books > Business, Finance & Law > Economics
- Books > Business, Finance & Law > Management > Management Science
- Books > Business, Finance & Law > Management > Management Skills > Coaching & Mentoring
- Books > Business, Finance & Law > Management > Management Skills > Teams
- Books > Business, Finance & Law > Professional Finance
- Books > Business, Finance & Law > Sales & Marketing
- Books > Study Books > FE & College > Vocational > Sport & Recreation
Feedback
- Would you like to update product info or give feedback on images?
- I am the Author, and I want to comment on my book.
- I am the Publisher, and I want to comment on this book.
ProActive Sales Management: How...
"ProActive Sales Management" is jammed with useful ideas and worth the...
Read more
|
Let Olay Amaze You |
Up to 50% off Dental Care |
Treat Someone
With an Amazon.co.uk Gift Certificate, you can get them what they want (even if you don't know what that is). |
|||||||
| |||||
Your Recent History
(What's this?)|
You have no recently viewed items or searches.
After viewing product detail pages or search results, look here to find an easy way to navigate back to pages you are interested in. Look to the right column to find helpful suggestions for your shopping session. |
Continue Shopping: Top Sellers
| ||||
Amazon Home | |
| International Sites: United States | Germany | France | Japan | Canada | China | |
| Business Programs: Sell on Amazon | Fulfilment by Amazon | Join Associates | Join Advantage | |
| Customer Service | Help | View Basket | Your Account | |
| About Amazon.co.uk | Careers at Amazon | |
| Conditions of Use & Sale | Privacy Notice © 1996-2009, Amazon.com, Inc. and its affiliates |