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The Accidental Sales Manager
How to Take Control and Lead Your Sales Team to Record Profits
Chris Lytle (Author)
9780470941645, Wiley
Hardback, published 25 April 2011
256 pages, Charts: 11 B&W, 0 Color; Tables: 1 B&W, 0 Color
22.9 x 15.8 x 2.3 cm, 0.431 kg
Key skills to make sales managers better developers of salespeople Get out of the firefighting business and into the business of developing the people who develop your profits. Successful salespeople rightfully become sales managers because of superior sales records. Yet too often these sales stars get stuck doing their old sales job while also trying to juggle their manager role, and too often companies neglect to train their sales managers how to excel as managers. That's the "sales management trap," and it's exactly what The Accidental Sales Manager addresses and solves. Full of helpful steps you can apply immediately?whether you're training a sales manager, or are one yourself?this practical guide reveals step-by-step methods sales managers can use to both learn their jobs and lead their teams. Don't get caught in the "sales management trap" or, if you're in it, get the tools you need to escape it. Get The Accidental Sales Manager and lead your team to do what you do best: make sales, drive profits, and get winning results.
Acknowledgments ix About the Author xi Introduction Congratulations on Your ‘‘Promotion’’ xiii Chapter 1 Gnawing Your Way Out of the Sales Management Trap 1 Chapter 2 Fourteen Lessons You Won’t Have to Learn the Hard Way 19 Chapter 3 Stage 3 Tasks: Developing the People Who Develop Your Profits and Put Out Their Own Fires 65 Chapter 4 What’s Changed About Selling? 145 Chapter 5 Running Great Sales Meetings Every Time 173 Chapter 6 What Happens in Your Meeting in Vegas Stays in the Meeting Room 203 Index 227
Subject Areas: Business & management [KJ]
