Cracking the Sales Management Code is a groundbreaking book for sales managers and executives who want greater control over sales performance. Based on new research into how world-class sales forces measure and manage their sellers, it provides a best practice approach to identify and implement the critical activities and metrics that drive business results. It is not a book on organizational leadership, nor is it a book on interpersonal coaching. It is a book on how to effectively manage a sales force.More info →
The Indispensable Guide to the Toughest & Most Important Job in Sales!
Join David Brock as he guides you through every step of front line sales management, steering past the obstacles and keeping you clear of the pitfalls--all while giving you the tools you need to become the leader you are meant to be.
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In his new book, Stop Kidding Yourself, author Charles Forsgard reveals a fundamental flaw in many sales teams. Too many sales managers are forced to focus on the wrong things by their organizations, so much so that their primary role—actually leading and coaching their salespeople—takes a back seat.
Forsgard explains three essential elements to successful sales management: selecting true salespeople for your team, sending them to the right places to sell, and utilizing processes designed to actually help the salesperson be more effective.
Stop Kidding Yourself is a guide for sales managers who want to make a real difference for their salespeople. The book shows how to flip CRM software from being a burden for the salesperson to being an indispensable tool that they can’t live without—using predictive analytics to give them insights and focus that they never had before on the deals in their pipeline.
The techniques of Stop Kidding Yourself work for companies of all sizes and managers at any level of sales leadership who want their salespeople to be more proactive than reactive.More info →
Brimming with fascinating examples, insightful research, and helpful diagnostics, Sales Management That Works will help sales managers build a great sales team, create an optimal strategy, and steer clear of hype and fads. Salespeople will be better equipped to respond to changes, executives will be able to track and accelerate ROI, and readers will understand why improving selling is a social as well as an economic responsibility of business.More info →