ProActive Sales Management Book by William J. Miller
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ProActive Sales Management

ProActive Sales Management


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About the Book

Today's sales managers have to be quicker than ever, being more proactive about hiring the best performers and retaining them, multi-tasking, and managing complex sales processes in order to close more and more deals. This book provides readers with a proven method for managing the sales process as well as the salespeople. Packed with specific, field-tested techniques, ProActive Sales Management shows sales managers how to:

- motivate a sales team

- get their sales team to prospect and qualify

- create a proactive sales culture

- effectively coach and counsel up and down the sales organization

- reduce reports to one sheet of paper and 10 minutes a week

- forecast with up to 90% accuracy

- take A players to A+ levels

Packed with all new metrics and tactics for making the numbers in today's sales environment, this is an important resource no sales manager should be without.


About the Author: William "Skip" Miller (Los Gatos, CA) is president of M3 Learning, a sales and management development company, and an instructor for numerous AMA sales management training programs. He is the author of ProActive Selling (978-0-8144-0764-6), More ProActive Sales Management (978-0-8144-1090-5), and co-author of Knock Your Socks Off Prospecting (978-0-8144-7285-9).


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Product Details
  • ISBN-13: 9780814414569
  • Publisher: Amacom
  • Binding: Hardback
  • Edition: 2
  • Language: English
  • Returnable: Y
  • Spine Width: 23 mm
  • Weight: 566 gr
  • ISBN-10: 0814414567
  • Publisher Date: 01 Jul 2009
  • Depth: 25
  • Height: 232 mm
  • No of Pages: 240
  • Series Title: English
  • Sub Title: How to Lead, Motivate, and Stay Ahead of the Game
  • Width: 160 mm


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