Everything you ever wanted to know about recruiting, hiring, training, and evaluating top salespeople is at your fingertips—and condensed into 83 pages. This guide gives you the insider’s track on finding—and keeping—outstanding sales reps. How-tos, case studies, and exercises help you apply your newly learned techniques on the job. Table of Contents Section 1: What Sales Management Is All About
Setting Your Objectives
Ten Qualities of a Winning Sales Manager
Becoming a Sales Manager
What Successful Sales Managers Do
What Successful Sales Managers Don’t Do
Time Management
Am I Right For Sales Management?
Self-Assessment Section 2: Recruiting
Beginning Your Search
Selecting Your Sales Team: Exercise
Conducting the Interview
Evaluating Candidates
Hiring and the Law
Making the Hiring Decision
Making the Offer
Case Study: The Turnover Dilemma
Checking References Section 3: Training
Getting Off to a Good Start
Putting Your Training Plan Together
Keys to Training Salespeople
A Two Day Training Program
Exercise: Training Salespeople
Rate Yourself as a Sales Trainer
Training Never Ends Section 4: Motivating and Managing Salespeople
Positive Motivation
Set a Good Example
Concentrate On Productivity
Prospecting
Closing
How to Sustain High Performance
Sales Manager’s Troubleshooting Guide
Self-Assessment
Fostering a High Productivity Environment
Quotas and Incentives Section 5: Evaluating Your Sales Team
Communication
How to Conduct a Performance Appraisal
A Performance Appraisal Check List For Managers
Following up—Three Suggestions
Two Keys to Superior Performance
Recognizing and Addressing Problems
Compensation Guidelines
Correcting/Adjusting Compensation
Terminations Section 6: Some Final Thoughts
Some Final Thoughts
Moving From Succeed to Excel
Your Attitude Can Move You to Greatness
Voice of Experience
Rewards for Top Achievers
Self-Assessment
Develop a Personal Action Plan
Growing as a Sales Manager
The Perfect Sales Manager Objectives To show how to recruit a successful sales team To explain sales training To explain strategies for motivating salespeople To discuss evaluation techniques
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