Managing for sales results: a fast-action guide for finding, coaching, and leading salespeople

This book provides a step by step methodology for recruiting and selecting top sales candidates. 'Managing for Sales Results' looks at various methods for recruiting sales people, from the traditional to the radical, and shows sales managers how to make the smartest hiring choices. The book argues that sales managers should put a greater emphasis on recruiting and coaching than they usually do and that their results suffer because they don't. Recruiting should bea top priority for every sales based organization. By selecting a handful of top notch recruiting and training strategies, companies can find a constant stream of qualified candidates and beat their competitors to the best prospects.With step by step guidance and smart advice, this handy guide shows sales managers and business leaders how to recruit and coach for sales success. Ron Marks (Scottsdale, AZ) is a sales management expert who conducts seminars and hastrained more than 50,000 managers in recruiting, hiring, training, and motivating sales people. He is also founder of The Results Group. INDICE: Foreword.Acknowledgments.Introduction.1. Sales Management Versus Sales Leadership.2. Building an Effective Performance Dedicated Team.3. Results-Targeted Interviewing and Hiring.4. Training Your Sales Organization to Produce Superior Results Consistently.5. How to Run Sales Meetings That Matter.6. Motivating and Counseling Your Sales Force.7. Handling Terminations Easier and Better.Conclusion.

• ISBN: 978-0-470-17327-5
• Editorial: John Wiley & Sons
• Encuadernacion: Cartoné
• Páginas: 203
• Fecha Publicación: 01/01/2008
• Nº Volúmenes: 1
• Idioma: Inglés