7 Secrets to Successful Sales Management

There are hundreds of books out there on sales, but 7 Secrets to Successful Sales Management is one of the few aimed directly at the most critical person in the sales organization: the sales manager. A practical, hands-on guide, the book presents an integrated approach to sales management and combines the author's experience with innovative strategies for motivating your sales force, recruiting quality sales people, and training new employees. Written by a grizzled veteran, the book reflects his success and allows you to learn from his mistakes. As Jack Wilner is fond of saying, "Nothing in this book is theoretical. It's all based on one thing and one thing only-what works!" THE SALES MANAGER LOOKS AHEADThe Seven Secrets Will Sound FamiliarService, Service, ServiceProblem SolvingLearning to Spot New OpportunitiesTHE SEVEN SECRETSSECRET NO. 1-VISIONWho Are Some People with Vision?Planning Versus VisionThe Visioning ExperienceThe Importance of Personal VisionSECRET NO. 2-LEADERSHIPLearning to Be a LeaderLeaders Are Not Born, They Are MadeTraining for LeadershipLeaders Work Smarter, Not HarderThe Societal Disease of Our TimeThe Next Generation of LeadersThe Secrets of Effective People and CompaniesSources of Employee StressA Few Nuggets to Mine from the Minds of America's Best Sales ManagersSECRET NO. 3-GOALS-YOU MUST HAVE THEMHey, I've Got Goals--In My Head!Goal Setting is MotivatingApplying SMART to SalesAlone or Part of the TeamA Matter of DisappointmentIt's All About PicesHow to Coach your Salespeople to Score a Field Goal on Every Sales CallSECRET NO. 4-RECRUITING, SELECTING, and HIRING WINNERSPicking a WinnerPutting the Excel into ExcellenceRecruiting ChecklistFive Selection Standards and Some Interview Questions for Best ResultsSECRET NO. 5-TRAINING THE WINNERSThe 7 Principles of Adult LearningThe ABCs of Verbal and Physical CommunicationLearning to TrainLearning to Develop PeopleBackground of Sales Skill Development CurveA Four-Step Training ProcessLearning from ExperiencLearning to DelegateLearning to Change Behavior through ExperienceThe Four Levels of LearningThe Seven Areas of Training New Sales PeopleThe AICCF FormulaThe AMPSA FormulaLearning About CommunicationThe Cost of Training New SalespeopleThanks...For the Money!Learn by Teaching; Teach by LearningSECRET NO. 6-COACHING YOUR TEAMRules of Good CoachingThe Skills of Good CoachingCoaching Problems and SolutionsThe Team Approach to Selling and ManagingT