Sales management simplified : the straight truth about getting exceptional results from your sales team
Through their attitude and actions, senior executives and sales managers unknowingly undermine performance. In this book, Weinberg calls out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news: with the right guidance, results ca...
| Main Author: | |
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| Format: | eBook |
| Language: | English |
| Published: |
New York
Amacom -- American Management Association
2016
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| Edition: | First edition |
| Subjects: | |
| Online Access: | |
| Collection: | O'Reilly - Collection details see MPG.ReNa |
| Summary: | Through their attitude and actions, senior executives and sales managers unknowingly undermine performance. In this book, Weinberg calls out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news: with the right guidance, results can be transformed. Blending blunt, practical advice with funny stories from the field, this book helps you: implement a simple framework for sales leadership; foster a healthy, high-performance sales culture; conduct productive meetings; create a killer compensation plan; put the right people in the right roles; coach for success; retain top producers and remediate underperformers; point salespeople at the proper targets; sharpen your sales story; regain control of your calendar. -- |
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| Item Description: | Includes index |
| Physical Description: | 1 online resource |
| ISBN: | 0814436447 9780814436448 |