THE SECRETS OF GREAT SALES MANAGEMENT
By: Robert A Simpkins
Published by: AMACOM
Hardcover, 212 Pages
This is not your fatherís sales career. Between technology, globalization, and the ever- accelerating pace of business, mastery of sales and sales management depends on the ability to respond to changing products, customers shifting gears, and the mercurial rise and fall of markets.
The Secrets of Great Sales Management presents a powerful and dynamic approach that lets any sales team stay ahead of the curve. This easy-to-apply process reveals the crucial milestones and objectives you must hit in the planning, preparation, and execution of your sales strategy. Author Robert Simpkins provides a roadmap that will guide you and your organization to substantially greater sales, with strategies for:
∑ Benchmarking customer values and synchronizing your critical objectives with those of your customer
∑ Simulating different business scenarios so your team will be prepared for changing customer needs and market conditions
∑ Making sure all your team members are on board and headed in the same direction
∑ Anticipating what resources youíll need and how to acquire them
∑ Setting new standards for your sales team-and identifying and hiring new members who meet those standards
∑ Linking sales management processes with other organizational processes
∑ Using software and technology as a point of differentiation
∑ Establishing compensation plans and employee growth plans that drive individual, team, and enterprise-wide results
∑ Forecasting more accurately by identifying every factor that affects your forecast
∑ Coaching and counseling your team, individually and collectively, for maximum productivity
∑ Creating rewarding and attainable career plans for all your team members
∑ And building an effective succession plan that will establish a legacy of strong sales leadership in your company.
The book also includes two powerful self-assessment exercises: a leadership growth plan to help you identify strengths, weaknesses, opportunities, and threats (SWOT analysis); and a 22-point Checklist for Success for making sure youíre doing everything possible to benefit the team and the company.
The Secrets of Great Sales Management is a step-by-step guide to creating a proactive sales organization that thrives on the new dynamics of business. Itís filled with clear examples, practical tools, and the authorís proven methods for getting the most from your team, your resources, and yourself Ė year after year.