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The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits

ISBN: 978-0-470-94164-5
232 pages
May 2011
The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits (0470941642) cover image
Key skills to make sales managers better developers of salespeople

Get out of the firefighting business and into the business of developing the people who develop your profits. Successful salespeople rightfully become sales managers because of superior sales records. Yet too often these sales stars get stuck doing their old sales job while also trying to juggle their manager role, and too often companies neglect to train their sales managers how to excel as managers. That's the "sales management trap," and it's exactly what The Accidental Sales Manager addresses and solves.

Full of helpful steps you can apply immediately whether you're training a sales manager, or are one yourself this practical guide reveals step-by-step methods sales managers can use to both learn their jobs and lead their teams.

  • Get tactics to stop burning time and exhausting yourself, while taking effective actions to use time better as a leader
  • Discover how to integrate learning into leading and make sales meetings an active conversation on what works and what doesn't
  • Author has a previous bestseller, The Accidental Salesperson

Don't get caught in the "sales management trap" or, if you're in it, get the tools you need to escape it. Get The Accidental Sales Manager and lead your team to do what you do best: make sales, drive profits, and get winning results.

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Acknowledgments.

About the Author.

Introduction “Congratulations On Your Promotion”.

Chapter 1 Gnawing Your Way Out of The Sales Management Trap.

Chapter 2 An Even Dozen Lessons You Won't Have to Learn the Hard Way.

Chapter 3 Stage 3 Tasks: Developing the People Who Develop Your Profits and Put Out Their Own Fires.

Chapter 4 What's Changed About Selling.

Chapter 5 Running Great Sales Meetings Every Time.

Chapter 6 What Happens In Your Meeting In Vegas Stays in the Meeting Room.

Index.

 

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Chris Lytle is the President/Product Developer at Sparque, Inc. He has conducted more than 2,100 live seminars worldwide. Now he delivers his sales advice in easily digestible knowledge bites on his website, Fuel. His automatic sales improvement process revolutionizes the way sales managers develop the people who grow their profits. He is the author of The Accidental Salesperson.
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May 16, 2011
The Accidental Sales Manager

Stellar salespeople are often slowed down in their careers by a great opportunity. One minute they are rocking their performance at work, and naturally they are rewarded with a promotion to manager - and that’s when the road block forms. Too often these sales stars get stuck doing their old sales job while also trying to juggle their manager role, and too often companies neglect to train their employees how to excel as managers.

Chris Lytle, President/Product Developer at Sparque, founder of his own sales training company Fuel and author of The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits can discuss tips and strategies for extricating from the “Sales Management Trap.” This trap, Lytle explains, is where great salespeople spend their days exhausting themselves with middling tasks, losing out on sales, and suffering under a team of people who lack accountability and leadership.

Drawing from the experiences of scores of sales managers, Lytle can discuss applicable ideas for coaching and developing a team of accomplished salespeople who can manage themselves. Lytle can help managers understand how to communicate up and down the chain of command, so that everyone knows what's expected of them and subordinates become better salespeople who raise company profits.

Lytle can discuss step-by-step methods sales managers can use to both learn their jobs and lead their teams, including:

  • Get tactics to stop burning time and exhausting oneself, while taking effective actions to use time better as a leader
  • Discover how to integrate learning into leading and make sales meetings an active conversation on what works and what doesn't
  • The seven roadblocks that keep B players from becoming A players
  • How to find out what is actually happening with employees, and then manage the gap to lead salespeople from lagging sales to hitting their targets
  • How to recruit the best people by asking the right questions and hiring for traits rather than skill sets
  • How to lead for commitment instead of managing for compliance
  • How to conduct sales meetings that elicit desired changes in behavior and measurable gains in revenue
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