Author MILLER, William "Skip"
Title More ProActive Sales Management : Avoid the Mistakes Even Great Sales Managers Make -- And Get Extraordinary Results
Imprint Saranac Lake : AMACOM, 2009
©2009
book jacket
Edition 1st ed
Descript 1 online resource (235 pages)
text txt rdacontent
computer c rdamedia
online resource cr rdacarrier
Note Intro -- CONTENTS -- PREFACE -- ACKNOWLEDGMENTS -- INTRODUCTION -- PART 1 INTERNAL TEAM DECISIONS -- MISTAKE #1 We Are a Prospecting Machine! -- MISTAKE #2 It's All About Luck -- MISTAKE #3 Salespeople Are Self-Motivated -- MISTAKE #4 I'll Focus on My B and C Players and Make Them Better -- MISTAKE #5 Salespeople Are Motivated by Money -- MISTAKE #6 I Am the Team Leader -- PART 2 UPWARD DECISIONS -- MISTAKE #7 My Management Lets Me Do My Job -- MISTAKE #8 I'm the Boss -- MISTAKE #9 Things Are Always Tough at the End of the Quarter -- MISTAKE #10 It's All About Revenue -- PART 3 SALES DECISIONS -- MISTAKE #11 My Team Needs Me for This Important Deal -- MISTAKE #12 Sell, Sell, Sell . . . Right? -- MISTAKE #13 I'll Show Them How to Do It -- MISTAKE #14 I'm Superman -- PART 4 INFRASTRUCTURE DECISIONS -- MISTAKE #15 It's Their Territory -- MISTAKE #16 I Have a Sales Process . . . I Think -- MISTAKE #17 Metrics and Dashboards Are for Rookies -- MISTAKE #18 Forecasting to 60 Percent Accuracy -- MISTAKE #19 The Stack Ranking Behind Hire and Fire Decisions -- PART 5 SELF DECISIONS -- MISTAKE #20 Culture? I Already Have One, Thanks -- MISTAKE #21 The More I Work, the Better the Example -- MISTAKE #22 I'm the Manager, Right? -- EPILOGUE AND CALL TO ACTION -- INDEX -- A -- B -- C -- D -- E -- F -- G -- H -- I -- J -- K -- L -- M -- N -- O -- P -- Q -- R -- S -- T -- U -- V -- W
Managing great sales is different than making great sales. This book shows readers how to avoid the most common mistakes of their trade
Description based on publisher supplied metadata and other sources
Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2020. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries
Link Print version: MILLER, William "Skip" More ProActive Sales Management : Avoid the Mistakes Even Great Sales Managers Make -- And Get Extraordinary Results Saranac Lake : AMACOM,c2009 9780814410905
Subject Sales management.;Selling
Electronic books