ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game
ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game
- ISBN13: 9780814414569
- Condition: USED – Very Good
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Few sales managers are true managers, often falling back on the skills that made them great at sales. This essential book, now updated with strategies in line with the changes in sales since the book’s original publication, provides readers with a proven method for managing the sales process, as well as the salespeople. This title is packed with specific, field-tested techniques. Packed with all new metrics and tactics for making the numbers in today’s competitive sales environment, this is an i
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(out of 23 reviews)
List Price: $ 24.95
Price: $ 15.50
Review by Donald Best, Senior VP, WW Sales for ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game
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Managing salespeople is very hard. Contrary to coventional wisdom, being a successful salesperson has very little to do with being a successful sales manager. Too many organizations put good salespeople in management roles with little preparation, and then they wonder why the failure rate for new sales managers is so high.”ProActive Sales Management” is an indispensable guide for any professional sales manager, from the newest to the most seasoned. This is a practical, actionable blueprint for building and managing a winning sales organization.The core of “ProActive Sales Management” is a set of tools that can be immediately applied to a variety of sales management challanges, regardless of size of sales force, type of industry, or even geographic region. Our own organization has successfuly applied these methods in the US, Europe, Asia, Canada and Latin America.The key strength of this book is its common-sense approach. This is not about dogma or ideology, as so many sales and sales management books are. This is about getting the job done, and doing it well. If you manage salespeople, or if you aspire to being a sales manager, you must read this book!
Review by for ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game
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Good attempt at writing about sales management, and Skip makes some very solid points in the opening chapter. He points to the need for Leadership as a key element of a good sales manager. Unfortunately, I think Skip knows more about sales than leadership, himself, so he is not great at explaining HOW to be a good leader. He spends a lot of time on how to hire good people, which I agree is important. This might lead some rookie sales managers to fall back on the excuse of inheriting weak sales reps, and worry more about replacing them, than fixing them.
Read the first chapter in a book store somewhere, and save the $$$
Review by Jim Zahka for ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game
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Read this book twice. It is brilliant in its simplicity, yet deep in content. Whether you are a veteran sales manager, or new to the world of driving revenue through others, you will be taking notes and developing action plans for your sales organization.ProActive Sales Management is the most effective, easy to implement structured approach I have seen yet. I would also buy this book for all your strong sales people. They’ll gain valuable insight into what skills they need to succeed as an individual contributor, and you’ll be developing your next manager as part of your succession plan. Jim Zahka, Vice President of Sales, Knowledge Impact, Inc.
Review by for ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game
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I always thought that all my years of sales success would transfer to my job as a sales manager — well, it has been a 2 year roller coaster ride. Until, I read skip’s book…..my game plan was to manage the people the way I used to sell, however, ProActive Sales Management showed me that you must “Manage the process, not just the People!” I love the fact that Mr. Miller uses “tools” in his book, so this way I am able to pick and choose the right tool for any given situation. Sales have been climbing since we started implementing these metrics and we are not looking back!
Review by Jon L. Kinning for ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game
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Hat’s off to Skip! This is an excellent book that has tons of gold nuggets that can be implemented immediately. Skip puts together excellent steps on hiring, discipling and reviewing salespeople. Also, his approach to tracking the pipeline is very valuable, streamlined and pertinent.