Read and Download eBook Full
Author: Jeff Lehman
Publisher:
Published: 2006
Total Pages: 279
ISBN-13: 9780976899914
DOWNLOAD EBOOK"The Sales Manager's MENTOR" contains 321 practical career-advancing tips and real-life insights on sales leadership. The book is based on 20 years of selling, sales management, and experience mentoring sales and senior executives. It's in an easy to read format and is an excellent reference book for multiple types of sales management challenges.
Author: Jack Carew
Publisher: Plume
Published: 1999
Total Pages: 228
ISBN-13: 9780452280212
DOWNLOAD EBOOKA leading motivational sales trainer and bestselling author offers in question-and-answer format the essence of what every sales person must know to succeed.
Author: Nicholas Nigro
Publisher: Simon and Schuster
Published: 2007-12-01
Total Pages: 507
ISBN-13: 1605502219
DOWNLOAD EBOOKOne of the most difficult things to do as a manager is spotting raw talent and then devoting the time and energy to shape and mold that employee toward achieving growth and excellence. The Everything Coaching and Mentoring Book, 2nd Edition guides managers and aspiring managers through implementing a successful coaching and mentoring program both in the workplace and in life. From delegating responsibility to expanding knowledge base and skill level, The Everything Coaching and Mentoring Book, 2nd Edition gives you completely updated information on this new approach. This indispensable guide features information on: Inspiring self-motivation Coaching versus mentoring Overcoming common workplace problems Managing diversity Debunking common myths and mis-conceptions The Everything Coaching and Mentoring Book, 2nd Edition even takes readers beyond the workplace and provides insight into extending their newfound knowledge in all areas of life - including at home and in social settings.
Author: Kelly S. Riggs
Publisher: Nicholas Brealey
Published: 2018-01-16
Total Pages: 225
ISBN-13: 1473657253
DOWNLOAD EBOOKDisregard everything you've been taught about leadership! 2018 GOLD MEDAL Axiom Business Book Award Winner! This book is the result of over three decades of combined experience from Kelly and Robby Riggs - dynamic, occasionally irreverent, always insightful father (Boomer) and son (Millennial), who work with organizations grappling daily with multi-generational conflict. Through their collaboration, Kelly and Robby share their very different perspectives on the same problems most companies are STILL dealing with, but haven't had the courage or the tools, to address. Issues such as a shocking lack of leadership skills; the culture-killing generational divide that is demolishing many companies; and the stunning, often unrecognized impact of technology on the workplace. In their "shamelessly funny, brilliantly written" debut book, Kelly and Robby: · Discuss today's workplace dynamics, including the changes in communication modes, the influx of technology, and the impact of Millennials and Digital Natives · Explain how a one-sided approach to leadership focused on "managing" Millennials is grossly insufficient, resulting in an inability to attract and retain critical young talent · Explore the new challenges of leadership inherent with the explosion of technology-time compression, distractions, complexity and the pace of change · Reveal how old leadership challenges persist, and explore how the younger generation will expose those challenges more than ever · Detail the CounterMentor leadership model and prescribe specific tactics and techniques for addressing both old and new leadership issues
Author: Linda Culp Dowling
Publisher: Turnkey Press
Published: 2002
Total Pages: 0
ISBN-13: 9780972278249
DOWNLOAD EBOOKAuthors Dowling and Mielenz provide their readers with a step-by-step practical approach to mentoring that combines successful management methods with down-to-earth parenting practices. This thoughtful and insightful guide teaches how to build respectful, collaborative relationships at work and at home.
Author: Mike Weinberg
Publisher: AMACOM
Published: 2015-10-21
Total Pages: 243
ISBN-13: 0814436447
DOWNLOAD EBOOKPacked with case studies, Sales Management. Simplified. offers a proven formula for prospecting, developing, and closing deals—in your time, on your terms. Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies to find the answer - and it's one that may surprise you. Typically, the issue lies not with the sales team but with how it is being led. Through their attitude and actions, senior executives and sales managers can unknowingly undermine performance. Weinberg tells it straight by calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news is that with the right guidance, results can be transformed. In Sales Management. Simplified., Weinberg teaches managers how to: Implement a simple framework for sales leadership Foster a healthy, high-performance sales culture Conduct productive meetings Put the right people in the right roles Retain top producers and remediate underperformers Point salespeople at the proper targets Blending blunt, practical advice with funny stories and examples from the field, Sales Management. Simplified. delivers the tools every sales manager needs to succeed. Managing sales doesn't have to be complicated, and the solution starts with you!
Author: Jones Mathew
Publisher: Blue Rose Publishers
Published: 2022-02-11
Total Pages: 184
ISBN-13:
DOWNLOAD EBOOKA Sales Manager’s job has become all the more demanding in the new era. However, the fundamentals remain the same. This workbook, like its predecessor “The Leadership Essentials”, is designed to offer practical guidance to young and ambitious sales managers to help them excel in their chosen profession. Sales Management is a proving ground for genuine business developers. It’s a challenging field. The 10 essentials for sales managers discussed in this book will assist sales managers in delivering to the highest standards and becoming sales leaders. Sales Managers have to achieve ever-increasing sales targets, strategize and manage key accounts, build high-performance teams, execute sales planning and review, acquire the right talent to keep the sales juggernaut moving forward, organize on-the-job training, provide purposeful coaching, offer holistic mentoring, develop sales skills of team members, and thereby developing the qualities required of sales leaders. Readers of this book will benefit directly and immediately from the shared tips and techniques, reflections and experiences. Instead of being theoretical and preachy, this book attempts to keep the sales manager’s essentials simple, practical and doable. Sales personnel at all levels will positively benefit from the contents of this book written by the authors with nearly half a century of cumulative experience in the lifestyle goods and pharmaceutical industries.
Author: Matthew Schwartz
Publisher: AMACOM
Published: 2006-02-24
Total Pages: 225
ISBN-13: 0814429394
DOWNLOAD EBOOKThis invaluable resource helps you understand what it takes to be a great sales manager, allowing you to avoid many of the common first-time sales management mistakes, and be successful right out of the gate. Making the leap into sales management means meeting a whole new set of challenges. As a manager, you’re going to have to quickly develop the skills that allow you to build and supervise a sales team, communicate effectively, set goals, be a mentor, and much, much more. Now that you’ve been handed these unfamiliar responsibilities, you’re going to have to think on your feet -- or face the possibility of not living up to expectations. Dispensing with dry theory, Fundamentals of Sales Management for the Newly Appointed Sales Manager helps you understand your new role in the organization, and how to thrive simultaneously as both a member of the management team and as a team leader. You’ll learn how to: Make a smooth transition into management Build a superior, high-functioning sales team Set objectives and plan performance Delegate responsibilities Recruit new employees Improve productivity and effectiveness This book supplies you with indispensable, need-to-know information on communicating with your team, your bosses, your peers, and your customers; developing a sales plan and understanding the relationship between corporate, department, and individual plans; applying crucial time management skills to your new role; managing a sales territory; interviewing and hiring the right people; building a motivational environment; compensating your people; and understanding the difference between training, coaching, and counseling?and knowing how to excel at each.
Author: Nick Kane
Publisher: John Wiley & Sons
Published: 2015-10-19
Total Pages: 230
ISBN-13: 1119052556
DOWNLOAD EBOOKMaster these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction. Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to: Connect with customers on a deeper level to build trust Present a persuasive and value-based solution tailored to your customer’s needs Handle pricing pressure, doubt, and objections with confidence Utilize proven methodologies that help you close the sale Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research.
Author: Steve Johnson
Publisher: John Wiley & Sons
Published: 2020-07-21
Total Pages: 230
ISBN-13: 1119685486
DOWNLOAD EBOOKDo you remember being "in the trenches" as a salesperson? What did you think of your sales manager? If you're like many front-line sellers, you probably didn't think she or he was a wonderful example of leadership who could inspire you to do your best in life and in work. The unfortunate truth is that many sales managers—well-meaning though they usually are—lack the skills and know-how to help their sales teams grow and achieve greater success. Over a combined 50 years of experience as salespeople, managers, coaches, and executives, authors Steve Johnson and Matthew Hawk have witnessed the do's and don'ts of top performing sales teams. Next Level Sales Coaching is the culmination of their experience. In this book, they distill what they have learned working with organizations like Google, Bank of America, Enterprise Rent-A-Car, and many more. The result is a compendium of best sales coaching practices with the power to make any sales manager into an inspirational and transformational leader. At its heart, this book is about how to integrate a person-centered development mindset into sales environments. Readers will work through practical examples, including a self-assessment, to identify the best way to implement strong coaching programs within their organizations. Each chapter concludes with takeaway questions and tips that sales leaders can use right away. From goal setting to daily sales huddles, and sales development training to analytics, Next Level Sales Coaching covers the best practices that readers will want to implement to take sales management to the next level.
