Learn from the Warrior:
- When to hire sales people or expand a sales organization
- How to find qualified sales professionals
- Sure-fire methods to select just the right person for sales
- Goal setting that really works
- Mentoring and coaching the sales professional
- How to fire a non-performer without being sued So you've got a sales person, or a sales force, or you need sales help -- now what?
For the business owner: Learn how to translate your customer and product knowledge into effective growth strategies. The Road Warrior will take you through an easy-to-follow process, helping you achieve business growth now!
For the sales manager: Learn how to foster a discipline of superior management and a deep understanding of human nature to create a top-flight sales team.
For anyone who wants to more about sales: Take the Road Warrior's no-nonsense, direct approach to the sales management process with helpful hints you can implement immediately.
The Road Warrior's Guide to Sales Management is filled with down-to-earth tips on compensating, motivating, managing, hiring and firing sales people.
''This book is real world and practical. I only wish I had the knowledge as a first-time Sales Manager/Owner.''--David Kirsch, owner Shippers Supply
''Tom Schaber has been able to condense his years of experience in sales and sales management into an instructive, practical road map of the sales management process. I learned through my business career that there is nothing more valuable than experience, and this book translates the author's experiences into a practical guidebook I wished I had earlier in my career.''--Richard P. Ferris, Retired EVP Wells Fargo Corporation
''Tom Schaber navigates this chaotic world of sales with the same sure-footed joy that kids bring to the playground. Through Tom, you can learn the underlying simplicity of sales management. Read, enjoy and become wiser.''--Jim Buckman, Professional Director, Center for Leadership in Quality, Carlson School of Management, University of Minnesota (This does not constitute an institutional endorsement by the University of Minnesota)
''Tom has captured the essence of what it means to manage salespeople. Not all great salespeople make good managers. The problem in many businesses is that great salespeople often get promoted to sales manager when they really aren't ready. For any CEO of a company that sells a product or service (which I think is 100% of companies), Tom's book is a must read.''--Sam Richter, President of the James J. Hill Reference Library and author of Take the Cold Out of Cold Calling
