This book presents a very novel and strategic approach to Sales
Management, an area that has suffered from a lack of sophistication
in practice. This content-rich and thought-provoking book has a
very unique positioning: It considers the sales performance of an
organization at a very high, strategic level and offers specific
guidance in managing not just a few direct reports but an entire
organization?s sales function. The book includes many useful tools
and guidelines and is enhanced with numerous examples that help
bring the concepts to life and make them very approachable for the
trade market. A checklist-based scoring system that is utilized
throughout the book allows readers to specifically evaluate their
own company as well as to track its progress as concepts are
applied over time. This work is an essential resource and
thought-provoking read for ambitious Sales Managers, including
CEO-level executives.
General
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