Sales management / Brian Tracy

Includes index.

1 The Role of the Sales Manager -- 2 Build a Great Sales Team -- 3 Select Champions -- 4 Start Them Off Right -- 5 Manage by Sales Objectives -- 6 The Psychology of Sales Success -- 7 Practice the Performance Formula -- 8 Improve Your Leadership Style -- 9 Reward Sales Performance -- 10 Develop Winning Salespeople -- 11 Plan Sales Activities -- 12 Satisfy Salespeople's Basic Needs -- 13 Keep Them Focused -- 14 Use the CANEI Method -- 15 Brainstorm for Sales Improvements -- 16 Discipline Salespeople Effectively -- 17 Let Your Poor Performers Go -- 18 Lead by Example -- 19 The Control Valve on Performance -- 20 Four Keys to Building Salespeople -- 21 Courage, the Vital Quality of Success

This book shows you how to do it. World-renowned sales expert Brian Tracy has spent decades studying what sets the most successful sales managers and professionals apart from the rest-and now in this pocket-sized guide, he distills these simple but powerful strategies. Readers will discover the six key characteristics of a winning sales team and learn how to: Select and recruit sales champions Start them off on the right foot Establish clear objectives Determine a sales plan Inspire singleness of purpose Demonstrate respect and appreciation Motivate people with the right incentives Boost their self-concept to boost revenue Develop winners through continuous coaching and training Brainstorm sales solutions Measure results Conduct game-changing performance reviews Discipline effectively De-hire poor performers Lead by example A compact but essential resource, Sales Management will help readers increase the effectiveness of their sales force, improve their bottom line, and advance their own career and satisfaction in the process.