Fortune-teller. Psychologist. Financial Analyst. As a sales manager, you’re probably all too familiar with those roles. And those are just a few of the many hats you wear while making sure your team has what it needs to close deals. Plus, these days it’s all you can do to keep up with the constant shifts in your customers’ needs and business strategies. The Secrets of Great Sales Management shows you and your reps how to work in concert with those changing goals and create lasting customer relationships—without sacrificing the exceptional bottom-line results you are expected to receive.
This practical book is filled with powerful strategies for:
- clarifying short-, medium-, and long-term goals
- establishing new performance standards and measurements
- improving training programs
- building compensation plans that drive performance and complement desired outcomes
- creating career development plans for team members
The Secrets of Great Sales Management will help you build a stronger connection between your company’s goals and your team’s sales strategy. It’s a timely tool with everything you need to build and maintain an outstanding sales program—now.
About the Author
Robert A. Simpkins is cofounder and president of Global Crosswinds, L.L.C., an acclaimed international advisory, benchmarking, and training firm focusing on performance improvement of customer-facing professionals. He has provided knowledge-transfer initiatives in over forty counties and is a member of the American Management Association faculty team, delivering more than sixty strategic planning, sales, marketing, and customer service sessions a year.