From the Back Cover Learn to: Reach your fullest potential in sales managementEffectively inspire great performance from any sales forceProspect, recruit, and increase your organization's income and successLearn to manage, recruit, and inspire your sales force!Effective selling is an art form. This book shows you how to develop that talent as a sales manager. It's loaded with tips for building a successful sales force, such as anticipating your sales people's needs, developing insight, training effectively, and coaching your team to greatness. Here's your one-stop guide to sales management success!You've got the job, now what? -- discover what a sales manager's job entails and the secrets of creating a good working relationship with your teamTaking stock of your team -- assess your existing team, determine its strengths and weaknesses, and learn how to recruit and interview new talentTeam training -- develop the ideal basic training process that includes product knowledge, prospecting and closing techniques, and essential technologyThe Dreaded Sales Meeting--find out how to build a meeting agenda that make sales meetings effective, motivating, and productive.Measuring success -- look at ways to identify and measure key performance indicators and keep morale high by celebrating winsLong-range management -- keep your superstars inspired and deal with those who aren't keeping upOpen the book and find: What new sales managers need to knowWays to spot talentWhy it's important to define your expectationsHow to determine what motivates your salespeopleCommon pitfalls and how to dodge themTips for bringing new people on boardSales contests that are funTen great apps for busy managers About the Author Butch Bellah is an expert salesperson, trainer, author, motivational speaker, and one-time stand-up comedian. For more than 30 years, he has honed his sales skills and trained others in the fine art of gaining more appointments, winning more business, and retaining more customers.
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