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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