Overview
Managing a sales force for the first time? Here's everything you need to
know.
"Making the leap into sales management means meeting a whole new set of
challenges. As a manager, you're going to have to quickly develop the
skills that allow you to build and supervise a sales team, communicate
effectively, set goals, be a mentor, and much, much more. Now that
you've been handed these unfamiliar responsibilities, you're going to
have to think on your feet -- or face the possibility of not living up
to expectations.
Easy-to-understand and filled with realistic examples and immediately
usable strategies, Fundamentals of Sales Management for the Newly
Appointed Sales Manager helps you understand what it takes to be a great
sales manager, allowing you to avoid many of the common first-time sales
management mistakes, and be successful right out of the gate. Dispensing
with dry theory, the book helps you understand your new role in the
organization, and how to thrive simultaneously as both a member of the
management team, and as a team leader. You'll learn how to:
• Make a smooth transition into management.
• Build a superior, high-functioning sales team.
• Set objectives and plan performance.
• Delegate responsibilities.
• Recruit new employees.
• Improve productivity and effectiveness.
Based on the bestselling American Management Association seminar, the
book supplies you with indispensable, need-to-know information on
communicating with your team, your bosses, your peers, and your
customers; developing a sales plan and understanding the relationship
between corporate, department, and individual plans; applying crucial
time management skills to your new role; managing a sales territory;
interviewing and hiring the right people; building a motivational
environment; compensating your people; and understanding the difference
between training, coaching, and counseling—and knowing how to excel at
each.
You can't make the leap into sales management successfully without the
proper tools and information under your belt. Fundamentals of Sales
Management for the Newly Appointed Sales Manager gives you everything
you need to win the respect of your peers and colleagues, and
immediately excel at your challenging new responsibilities."
About the Author
Matthew Schwartz is a practice consultant in sales and marketing for the
American Management Association. He has been quoted in publications
including Forbes, CBS Marketwatch, and Sales and Marketing Management
magazine. He lives in New York City.
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Table of Contents
"Chapter 1. Transitioning to Sales Management: New Responsibilities
and Expectations
Going from ""Selling"" to ""Managing""
Understanding the Current Sales Culture
Understanding Who Is on the Current Team
The Challenges of Being on Two Teams at Once
Embracing Change
The Big Picture --- Short and Long Term
What's Next?
Chapter 2. It's All About Communication
Listening Skills
The Theory Behind Communication Styles
The Origins of DISC Theory
The Four-Quadrant System
How Roles and Situations Affect Your Style
Working with People with Different Styles
Strategies for Improving Communications
Running an Effective Meeting
Presentation Skills
Chapter 3. Sales Planning: Setting the Direction for the Sales Team
Aligning the Corporate Strategy with the Sales Team
Where Sales Fits in the Corporate Structure
The Customer-Centric Organization
Marketing's Relationship to Sales
Creating a Plan
Characteristics of a Good Plan
Continuous Planning
Assessing the Business
Chapter 4. Time Management, Territory Planning, and Sales Forecasting
Time Management
The Art of Delegating
Sales Territory Planning
Dividing Up the Territory
Chapter 5. Recruiting, Interviewing, and Hiring the Very Best
Enhancing Your Current Team
Developing Specific Criteria for the Selection Process
Optimal Sources for Recruiting
The Number One Rule in Recruiting: Constantly Recruit
Ensuring a Positive Interview Process
The Written Offer
Firing Is Inevitable
Chapter 6. Building the Environment for Motivation: Compensation
Plans, Recognition, and Rewards
Classical Motivation Theory
Benefits and the Total Compensation Package
Nonfinancial Incentives - Rewards and Recognition
Chapter 7. Training, Coaching, and Counseling: When and How to
Apply Each
Methods of Training Based on Learning Styles
The Core Concepts of Reinforcement
The Development of Winners
Goal-Setting Sessions
Coaching and Counseling
Chapter 8. Stepping Up to Be a True Leader
The Characteristics of a Team
Matching Your Team with the Customer's Team
The Evolution of a Team
Time to Lead
Index"
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