Inside Sales Management

Inside Sales Management is that rare business book which addresses the most challenging situations that managers encounter often on a daily basis. Whether its helping salespeople outgrow their fears and need for approval eliminating excuse-making powerful debriefing strategies bottom-line interviewing techniques bringing new hires up to speed quickly win-win coaching - youll find all these vital topics explored and explained with psychological insight and humor. In the second part of the book youll learn sales psychology from the points of view of managers salespeople and even clients and prospects. The real world examples role-plays and exercises enliven the strategies and make this a dynamic reading experience. If youre committed to success - whether it be in sales or management - learn these strategies by heart. This is nothing less than a course in the psychology of business and it should be required reading in business schools. Vic Mallen Vice-president of Sales Patton Solutions This book should be required for every sales manager! Mark Wilensky clearly explains how to understand and grow the people you manage. Its about time somebody put it all together in one volume! Robin Domeniconi President Time Inc. Media Group To really serve your clients you have to know how they think. In this book Mark Wilensky provides you with the codes to unlock your customers your salespeople and whats happening between them. Even if you implement only a fraction of his strategies youll see a dramatic upward trend in sales revenues! Steve Sachs Publisher Real Simple Magazine Getting inside the mind of salespeople - and clients - is the key to successful sales management and that is exactly what this book does. I gained dozens of invaluable insights into how to motivate people buyers and sellers and you will too! - Don Combs president Colonial Equipment Co. This is the first book Ive seen that clearly describes how to grow people! Mark Wilenskys unique insights into what makes salespeople successful and what holds them back should be required reading for anyone hoping to develop a successful sales organization. - Ian Scott CEO and President Bauer Ad Sales. Managers - If youre tired of not meeting your forecasts this is the book youve been waiting for. The stories and examples make this vital knowledge come alive. Ive read the chapter on becoming an all star coach three times and Im not through learning from it. - Richard Daniels Vice President of Sales PDI. At last - an understanding of salespeople and how to ensure better sales results all written in a style that any sales manager can readily grasp. Everyone with a stake in their companys success will thank you for presenting the strategies in this book. - Charlie Browning Publisher New Homes Guide. Ive read many books on the sales management process and Mark Wilensky deals very effecively with the underlying causes of success and failure in managing sales. He demonstrates how to easily build a dynamic sales force that will exceed company goals. These insights will definitely increase your sales! - Frank Wintroub president The Rose Company There is nothing more important in managing the sales process than understanding the people involved.salespeople and clients - their expectations their fears and how to deal with them. Wilenskys book gets inside the minds of buyers and sellers and managers will benefit tremendously from this penetrating knowledge. - Gib Dickey President Housing Guides of America. Mark Wilensky has helped us double sales year after year and Im delighted that he has collected his strategies in this volume which truly leads you inside sales management. - Don Alducin founder and CEO of HJ Ford.