ENGLISH

More ProActive Sales Management: Avoid the Mistakes Even Great Sales Managers Make -- And Get Extraordinary Results

By William "Skip" Miller

Book information

Publisher
AMACOM
Year
2009
ISBN
9780814410905, 0814410901
LCC
HF5438.4 .M5425 2009
Open Library ID
OL22665320M
Language
english
Format
PDF
Filesize
2 MB (2439058 bytes)
Pages
235\235
Topic
Business Management
Time added
2010-05-31 00:48:14

Description

I really enjoyed this book, as I found it insightful and very well structured. The book is very concise with 5 parts that outline 22 specific common mistakes that sales managers make. You really find yourself nodding in agreement as you read through these mistakes. I think we've all experienced (and made!) at least a few of them.

I recommend this book for sales managers and business owners who are willing to identify their areas of weakness in management, learn from common mistake of others, and most importantly learn from their own mistakes.

Here are the 22 mistakes. If you find yourself making some of these, pick up the book to find the solutions!

* We are a prospecting machine!
* It's all about luck
* Salespeople are self motivated
* I'll focus on my B and C players and make them better
* Salespeople are motivated by money
* I am the team leader
* My management lets me do my job
* I'm the boss
* Things are always tough at the end of the quarter
* It's all about revenue
* My team needs me for this important deal
* Sell, sell, sell...right?
* I'll show them how to do it
* I'm superman
* It's their territory
* I have a sales process...I think
* Metrics and dashboards are for rookies
* Forecasting to 60 percent accuracy
* The stack ranking behind hire and fire decisions
* Culture? I already have one, thanks
* The more I work, the better the example
* I'm the manager, right?

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