Managing for Sales Results June 12, 2008 A Fast-Action Guide to Finding, Coaching, and Leading Salespeople (Wiley, $24.95)
In Managing for Sales Results, sales management specialist Ron Marks provides insight into being a top sales manager. In the book, Marks addresses a wide variety of managerial pertinent issues—what to look for from potential employees in an interview, how to motivate your sales team and what sales strategies maximize success.
Marks emphasizes the need to build and maintain your company's good reputation—largely by having productive and happy sealespeople—and the necessity to be proactive in finding and reeling in the best sellers. Just as reputable college sports teams actively and persistently try to acquire top athletes, if a company is to attain top salesmen, good managers can't just wait to pick up others' leftovers.
The book also provides advice on how managers are to interact with their salespeople in different situations. Managing for Sales Results addresses the need for managers to publicly recognize top sellers as a means of inspiring both the seller and the rest of the team, privately criticize poor salesmanship and even when and how to terminate ineffective salespeople.
Managing for Sales Results is a worthwhile read for new and old managers alike. Whether one is looking to completely change their managerial style or just learn a couple new skills, Marks' book is bound to improve any sales managers' expertise.
RSS
