Download More ProActive Sales Management: Avoid the Mistakes Even by William "Skip" Miller PDF

By William "Skip" Miller

development at the concrete recommendation and functional, strong recommendations printed in its predecessor, "More ProActive revenues administration" presents harried revenues managers with a confirmed technique for coping with the revenues method and their humans. choked with particular, field-tested recommendations, this beneficial advisor makes a speciality of the 5 fundamental components within which blunders take place: inner crew judgements, upward judgements, revenues judgements, infrastructure judgements, and judgements in regards to the supervisor himself. Readers will tips on how to:

regain keep an eye on in their time - create a proactive revenues tradition - inspire a revenues staff - use basic but robust metrics - weed out mess ups speedy - trainer and guidance up and down the revenues association - lessen reviews to 1 sheet of paper and 10 mins every week - forecast extra optimistically

This ebook exhibits revenues managers at each point find out how to deal with for nice effects!

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Additional resources for More ProActive Sales Management: Avoid the Mistakes Even Great Sales Managers Make -- And Get Extraordinary Results

Sample text

It’s a pretty simple thought process. What really motivates a sales team or sales individual? #3: Money As we said before, this seems to be the ultimate reward. Usually, sales management can throw a few bucks at a problem and have an answer for senior management, a proclamation that it is working on a solution to a problem. This explains the need for the contest. For example, a manager might say: “We really have to get business jump-started to make the year. I am going to recommend we pay an additional 2 percent commission for the rest of the quarter.

Goals: 1. Call on 5 new major accounts at the VP level or above for a 308-minute introduction meeting. 2. Develop and give a new value presentation that is at least 50 percent interactive. 3. Call 10 current VP customers and get a reference. Progress on a monthly basis (or weekly) Goal #1 1. _____________________________________________________________ 2. _____________________________________________________________ 3. _____________________________________________________________ 4. _____________________________________________________________ 5.

SALESPEOPLE ARE MOTIVATED BY MONEY While I am on the subject of motivation, I need to debunk the myth that salespeople are motivated by money. Salespeople are not motivated by money. They are motivated by what money will do for them, not the money itself. Remember, the law of the A player states that in year three A players want more challenge to stay at their peak-performance level. Give it to them, and stop thinking money will motivate by itself. Most companies are throwing money around as though it were free.

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