Welcome to Sales Management is written for those who aspire to
sales management; those who recently assumed sales management
responsibilities for the first time; and those who have received
little if any formal sales management training. take a wrong turn,
run in circles or even get lost. This happens to all new managers.
WSM is divided into three parts each providing a road map to guide
rookie sales manager through their first 90 days and beyond.
addresses the initial actions taken during the first month on the
job. Each action is designed to prepare new managers for their new
role. Various methods are offered to assess the sales effectiveness
of their teams. process and the skills needed to successfully
execute each discipline. There is no time frame associated with
Part Two. It can take years or an entire career to master the
disciplines and skills associated with the process. Few managers
master all of them. team action plan; establishing a winning
environment; and reviewing several examples of proactive
management. These activities take approximately 60 days to initiate
or complete. The final chapter encourages new managers to lead and
learn as they go and to not be afraid to make mistakes. and to keep
a new sales manager moving in the right direction. An appendix
offers an assortment of sales management tools.
General
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