Making Sales Manager – Sales Manager’s Survival Guide Kiárusítás

From sales rep to sales manager. Managing isn’t the same as selling. Whether you’ve just „made” manager or you’re a seasoned veteran, in today’s fast-paced, trim-the-fat atmosphere, more is expected from the sales manager than ever before: you’re expected to do more with less. Your job is tied firmly to „the bottom line” but the bottom line keeps moving; meanwhile, the mountain of paperwork won’t budge. You don’t need a pep talk, you need a survival guide. Making Sales Manager: All You Need to Know to Lead and Succeed was written for you. Don’t become a casualty of your own hard work. Sales tools and techniques are great–for selling. Managing means not only learning some new techniques, but unlearning some old ones. In fact, this „letting go” process may be the most difficult of all–after all, these skills worked for you in the past and they probably helped you land this promotion as well! Successful management means shifting gears. Chances are as a rep you were on your own with your own territory and customers and your measurements of success were fairly obvious–you sold or you didn’t. The executive sales manager survives by making sure others are successful, or, more precisely, by providing a climate in which others can succeed. The term „sales manager” is itself a misnomer–you are actually a manager of sales people. Success now depends on how well you rechannel your efforts and Making Sales Manager provides everything you need to make this crucial transition with a step-by-step plan that covers: assessing your personnel time sequence success factors–hiring, development and training, diagnostic tools for budgeting and sales forecasting, management of short- and long-term sales cycles, strategies for product and service selling, making joint calls, motivating others–myths and realities, developing leadership skills, and working within the organization.