 Managing for Sales Results: A Fast-Action Guide for Finding, Coaching, and Leading Salespeople
ISBN: 978-0-470-17327-5
Hardcover
224 pages
December 2007
US $24.95
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Foreword.
Acknowledgments.
Introduction.
1. Sales Management Versus Sales Leadership.
2. Building an Effective Performance Dedicated Team.
3. Results-Targeted Interviewing and Hiring.
4. Training Your Sales Organization to Produce Superior Results Consistently.
5. How to Run Sales Meetings That Matter.
6. Motivating and Counseling Your Sales Force.
7. Handling Terminations Easier and Better.
Conclusion.
