Making Sales Manager: All You Need to Know to Lead and Succeed - Hardcover

Nesbit, Robert; Miller, Arthur

Hardcover

ISBN 10: 1557384002 ISBN 13: 9781557384003

Publisher: Probus Publishing Co., 1992

Synopsis

From sales rep to sales manager.
Managing isn't the same as selling. Whether you've just "made" manager or you're a seasoned veteran, in today's fast-paced, trim-the-fat atmosphere, more is expected from the sales manager than ever before: you're expected to do more with less. Your job is tied firmly to "the bottom line" but the bottom line keeps moving; meanwhile, the mountain of paperwork won't budge. You don't need a pep talk, you need a survival guide. Making Sales Manager: All You Need to Know to Lead and Succeed was written for you.
Don't become a casualty of your own hard work.
Sales tools and techniques are great--for selling. Managing means not only learning some new techniques, but unlearning some old ones. In fact, this "letting go" process may be the most difficult of all--after all, these skills worked for you in the past and they probably helped you land this promotion as well!
Successful management means shifting gears.
Chances are as a rep you were on your own with your own territory and customers and your measurements of success were fairly obvious--you sold or you didn't. The executive sales manager survives by making sure others are successful, or, more precisely, by providing a climate in which others can succeed. The term "sales manager" is itself a misnomer--you are actually a manager of sales people. Success now depends on how well you rechannel your efforts and Making Sales Manager provides everything you need to make this crucial transition with a step-by-step plan that covers: assessing your personnel time sequence success factors--hiring, development and training, diagnostic tools for budgeting and sales forecasting, management of short- and long-term sales cycles, strategies for product and service selling, making joint calls, motivating others--myths and realities, developing leadership skills, and working within the organization.

Edition details

• Publisher: Probus Publishing Co.
• Publication date: 1992
• Language: English
• ISBN 10: 1557384002
• ISBN 13: 9781557384003
• Binding: Hardcover
• Number of pages: 225