Sales management for Dummies

Guide your sales force to its fullest potential With a proven sales management and execution process, Sales Management For Dummies aids organizations and individuals in reaching the highest levels of success. Although selling products or services is a central part of any sales job, there's much more to it. With this fun and accessible guide, you'll go beyond the basics of sales to learn how to anticipate clients' needs, develop psychologist-like insight, and so much more. Because few people go to school to earn degrees in selling, sales talent is developed in the field. Unfortunately, most training efforts fail to reach their objectives, in large part because of the absence of any kind of reinforcement or coaching. This book is your one-stop guide to managing an existing or start-up sales force to succeed in every area of sales from prospecting to closing. * Shows you how to reach your fullest potential in sales * Helps you effectively inspire great performance form any sales force * Demonstrates how to prospect, recruit, and increase your organization's income and success * Teaches you how to manage sales teams to greatness If you're one of the millions of salespeople or sales managers worldwide looking for a fast, easy, and effective way to get the most out of your sales force, the tried-and-true guidance presented inside sets you up for success.

Includes index.

Paperback.

Title Page; Table of Contents; Introduction; About This Book; Foolish Assumptions; Icons Used in This Book; Beyond the Book; Where to Go from Here; Part I: Welcome to the World of Sales Management; Chapter 1: You're a Sales Manager -- Now What?; Understanding Your Role as a Sales Manager; Transitioning from Salesperson to Sales Manager; Assessing Your Current Team; Establishing Your Management Style; Chapter 2: So You Got the Job, Now What Do You Do?; Understanding Your Role as Sales Manager; Establishing Your Own Management Style; Displaying the Characteristics of a Successful Leader

Chapter 3: Establishing Good Working Relationships across DepartmentsCommunicating Effectively as a Sales Manager; Listening Carefully and Asking Questions; Navigating Personalities at Work; Writing like a Manager; Avoiding the Pitfalls of Email; Part II: Building the Team; Chapter 4: Who's On First: Building Your Best Team; Evaluating Your Current Sales Team; Key Elements of a Successful Salesperson; Chapter 5: Adding New Players to the Team; Recruiting New Sales Talent; Interviewing Candidates; Avoiding the So-Called Professional Interviewees; Knowing When to Make the Offer

Chapter 6: Hiring and …