Seven Steps to Success for Sales Managers: A Strategic Guide to Creating a Winning Sales Team Through Collaboration

 
9780134212500: Seven Steps to Success for Sales Managers: A Strategic Guide to Creating a Winning Sales Team Through Collaboration

Master today’s breakthrough strategy for developing and sustaining high-performance sales teams! Long-time sales team leader Max Cates shows how to go far beyond "old school," "command and control" sales management, unleashing the full power and energy of your salespeople through a participatory management approach that works. Drawing on 36+ years of sales and sales management experience, Cates presents proven tactics for:

  • Developing your own mental toughness, emotional intelligence, strategic thinking, and promotability
  • Becoming a true servant leader in sales: providing the right structure, challenges, respect, involvement, and support
  • Hiring more effective and productive salespeople – including expert tips for interviewing, recruiting, reading body language, using data, and choosing amongst candidates
  • Building winning teams that meet sales objectives and delight customers
  • Empowering sales reps and teams in decision-making that increases sales productivity
  • Measuring individual and team performance towards objectives
  • Keeping people on target without micro-managing them
  • Promoting team growth and continual improvement
  • Leveraging Six Sigma and the Deming Cycle to sustain success, morale, and performance
  • And much more

Seven Steps to Success for Sales Managers
presents proven sales management tactics in a "bulletized" format that’s easy to read – and just as easy to use. Cates combines decades of in-the-trenches experience with cutting-edge research on the latest sales trends and tactics. Whether you’re a working sales manager, VP of sales, account team leader, executive MBA program participant, or aspiring sales manager, this guide will help you build an outstanding team, empower it, and lead it to sustained success.

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About the Author:

MAX CATES (Little Rock, AR area) has 36 years of sales and marketing experience with Fortune® 500 companies, and currently teaches graduate-level courses in sales management at Webster University. While at AT&T, he won the company’s top sales award, the CEO Club. A graduate of the University of Missouri School of Journalism with a Master of Arts degree, he is also a graduate of the Wharton School of Business, Executive Development. He provides a unique perspective from both the “buyer’s” and “sales rep’s” side of the table.

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Cates, Max F.
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Book Description Pearson Education (US), United States, 2015. Hardback. Book Condition: New. 231 x 160 mm. Language: English . Brand New Book. Master today s breakthrough strategy for developing and sustaining high-performance sales teams! Long-time sales team leader Max Cates shows how to go far beyond old school, command and control sales management, unleashing the full power and energy of your salespeople through a participatory management approach that works. Drawing on 36+ years of sales and sales management experience, Cates presents proven tactics for: * Developing your own mental toughness, emotional intelligence, strategic thinking, and promotability * Becoming a true servant leader in sales: providing the right structure, challenges, respect, involvement, and support * Hiring more effective and productive salespeople - including expert tips for interviewing, recruiting, reading body language, using data, and choosing amongst candidates * Building winning teams that meet sales objectives and delight customers * Empowering sales reps and teams in decision-making that increases sales productivity * Measuring individual and team performance towards objectives * Keeping people on target without micro-managing them * Promoting team growth and continual improvement * Leveraging Six Sigma and the Deming Cycle to sustain success, morale, and performance * And much more Seven Steps to Success for Sales Managers presents proven sales management tactics in a bulletized format that s easy to read - and just as easy to use. Cates combines decades of in-the-trenches experience with cutting-edge research on the latest sales trends and tactics. Whether you re a working sales manager, VP of sales, account team leader, executive MBA program participant, or aspiring sales manager, this guide will help you build an outstanding team, empower it, and lead it to sustained success. Bookseller Inventory # AAB9780134212500

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Book Description Pearson Education (US). Hardback. Book Condition: new. BRAND NEW, Seven Steps to Success for Sales Managers: A Strategic Guide to Creating a Winning Sales Team Through Collaboration, Max F. Cates, Master today's breakthrough strategy for developing and sustaining high-performance sales teams! Long-time sales team leader Max Cates shows how to go far beyond "old school," "command and control" sales management, unleashing the full power and energy of your salespeople through a participatory management approach that works. Drawing on 36+ years of sales and sales management experience, Cates presents proven tactics for: * Developing your own mental toughness, emotional intelligence, strategic thinking, and promotability * Becoming a true servant leader in sales: providing the right structure, challenges, respect, involvement, and support * Hiring more effective and productive salespeople - including expert tips for interviewing, recruiting, reading body language, using data, and choosing amongst candidates * Building winning teams that meet sales objectives and delight customers * Empowering sales reps and teams in decision-making that increases sales productivity * Measuring individual and team performance towards objectives * Keeping people on target without micro-managing them * Promoting team growth and continual improvement * Leveraging Six Sigma and the Deming Cycle to sustain success, morale, and performance * And much more Seven Steps to Success for Sales Managers presents proven sales management tactics in a "bulletized" format that's easy to read - and just as easy to use. Cates combines decades of in-the-trenches experience with cutting-edge research on the latest sales trends and tactics. Whether you're a working sales manager, VP of sales, account team leader, executive MBA program participant, or aspiring sales manager, this guide will help you build an outstanding team, empower it, and lead it to sustained success. Bookseller Inventory # B9780134212500

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