Today’s sales managers have to be quicker than ever, being more proactive about hiring the best performers and retaining them, multi-tasking, and managing complex sales processes in order to close more and more deals. This book provides readers with a proven method for managing the sales process as well as the salespeople. Packed with specific, field-tested techniques, ProActive Sales Management shows sales managers how to: • motivate a sales team • get their sales team to prospect and qualify • create a proactive sales culture • effectively coach and counsel up and down the sales organization • reduce reports to one sheet of paper and 10 minutes a week • forecast with up to 90% accuracy • take A players to A+ levels Packed with all new metrics and tactics for making the numbers in today’s sales environment, this is an important resource no sales manager should be without.
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