Synopses & Reviews
Synopsis
"Fortune teller. Psychologist. Financial analyst. These are just a few of the roles sales managers must play while making sure the sales team has what it needs to close deals. In an economic landscape where business strategies shift almost daily, it’s all a sales manager can do to keep abreast of new developments. The Secrets of Great Sales Management shows sales managers how to work in concert with changing corporate goals without sacrificing the exceptional results they were hired to achieve.
This powerful book gives readers practical strategies to:
* clarify short-, medium-, and long-term goals
* create and communicate team objectives
* establish new performance standards and measurements
* improve development and training initiatives
* build compensation plans that drive stated objectives
* create career development plans for team members
By helping sales managers build stronger connections between front-line strategies and boardroom expectations, The Secrets of Great Sales Management will help readers ensure both organizational and individual success."
About the Author
'
Robert A. Simpkins (Falls Church, VA) is founder and President of Global Crosswinds, an international advisory and training firm focusing on the development of sales and marketing professionals. He is a member of the American Management Association faculty team, delivering over sixty sales and marketing seminars a year. '
Table of Contents
"Introduction
I. Planning
Chapter 1: The Changing World of Sales Management
What’s Expected of You?
Knowing the Business Realities: Situational Analysis
Customer Values Benchmarking
Developing Critical Objectives
Chapter 2: Planning for Today and Tomorrow
The Value of Planning
A Snapshot of Today
Scenario and Simulation Planning
Determining Prioritized Corporate Objectives
Clarifying Short-Term, Intermediate, and Long-Term Goals
Creating Directional Statements for Your Sales Team:
Determining Resource Requirements and Availability
Chapter 3: Crafting the Professional Sales Force
Setting Out Your Goals
Establishing Performance Objectives and Measurements
Raising the Bar for Existing Sales Team Members
Using the New Performance Standards to Hire
II. Preparing
Chapter 4: Finding the Sales Team Talent
Recruiting and Hiring Practices
How to Recruit
Interviewing Best Practices
Understanding the Legal and Ethical Ramifications of Recruiting and Hiring
Chapter 5: Strengthening the Sales Team
The Strong Grow Stronger
Linking Organizational Processes
Selecting and Implementing Critical Technologies
Understanding Evolving Technologies and Software
Contact Management Software (CMS)
Customer Relationship Management Software (CRM)
Enterprise-Wide Software
Using Technology as a Point of Differentiation.
Effective Development and Training Initiatives
Determining Strengths and Weaknesses of Individual Team Members
Creating Individualized Plans for Growth
Getting the Sales Professional’s Buy-In
Chapter 6: Compensation Programs That Drive Superior Performance
Sales Force Compensation
Making Sure Your Compensation Plan Drives the Desired Objectives
Weighing Compensation Plan Variations
Watching for Negative Results
Fine-Tuning the Plan
Making the Plan Fair for Everyone
III. Producing
Chapter 7: Now Lead: Measuring and Managing Performance
Sales Forecasting
Performance Evaluations
Understanding Changes in the Territories and the Marketplace That Impact Performance
Recognizing Individual Challenges
Identifying All Contributors to a Forecast
Communicating the Results to Senior Management
Chapter 8: Coaching and Counseling
The Art of Coaching
Coaching Skills to Improve Performance
The Ride-Along or Co-Calling Coaching Session
The Office Coaching Session
Creating a Motivational Environment
Dealing with Difficult Times
Counseling the Problem Team Member
Managing Dismissals Intelligently
Legal Considerations
Chapter 9: Looking Toward the Future
Creating Career Development Plans for Your Sales Team Members
Matching the Plan to Goals
Preparing for Turnover
Succession and Legacy Planning
Wearing the Mantle of Leadership
Conclusion
A Leadership Growth Plan
A Checklist for Success"