The job of the sales manager is to recruit, manage, and
motivate a top team of high-performing sales professionals. This book shows you how to do it.
World-renowned sales expert Brian Tracy has spent decades studying what sets the most successful sales managers and professionals apart from the rest - and now in this pocket-sized guide, he distills these simple but powerful strategies. Readers will discover the six key characteristics of a winning sales team and learn how to:
Select and recruit sales champions
Start them off on the right foot
Establish clear objectives
Determine a sales plan
Inspire singleness of purpose
Demonstrate respect and appreciation
Motivate people with the right incentives
Boost their self-concept to boost revenue
Develop winners through continuous coaching and training
Brainstorm sales solutions
Use quality circles to increase engagement and explore improvements
Conduct game-changing performance reviews
De-hire poor performers
Lead by example
A compact but essential resource, Sales Management will help readers increase the effectiveness of their sales force, improve their bottom line, and advance their own career and satisfaction in the process.
Brian Tracy is the Chairman and CEO of Brian Tracy International. One of the top business speakers and authorities today, he has consulted for more than 1,000 companies and addressed more than 5,000,000 people in talks and seminars worldwide.
CONTENTS Introduction 1 1 The Role of the Sales Manager 5 2 Build a Great Sales Team 9 3 Select Champions 14 4 Start Them Off Right 20 5 Manage by Sales Objectives 25 6 The Psychology of Sales Success 31 7 Practice the Performance Formula 37 8 Improve Your Leadership Style 43 9 Reward Sales Performance 49 10 Develop Winning Salespeople 54 11 Plan Sales Activities 58 12 Satisfy Salespeople's Basic Needs 64 13 Keep Them Focused 70 14 Use the CANEI Method 75 15 Brainstorm for Sales Improvements 82 16 Discipline Salespeople Effectively 88 17 Let Your Poor Performers Go 94 18 Lead by Example 100 19 The Control Valve on Performance 106 20 Four Keys to Building Salespeople 110 21 Courage, the Vital Quality of Success 116 Index 119