7 Secrets to Successful Sales Management: The Sales Manager's Manual

There are hundreds of books out there on sales, but 7 Secrets to Successful Sales Management is one of the few aimed directly at the most critical person in the sales organization: the sales manager. A practical, hands-on guide, the book presents an integrated approach to sales management and combines the author's experience with innovative strategies for motivating your sales force, recruiting quality sales people, and training new employees. Written by a grizzled veteran, the book reflects his success and allows you to learn from his mistakes. As Jack Wilner is fond of saying, "Nothing in this book is theoretical. It's all based on one thing and one thing only-what works!"

Table of Contents:
THE SALES MANAGER LOOKS AHEAD The Seven Secrets Will Sound Familiar Service, Service, Service Problem Solving Learning to Spot New Opportunities THE SEVEN SECRETS SECRET NO. 1-VISION Who Are Some People with Vision? Planning Versus Vision The Visioning Experience The Importance of Personal Vision SECRET NO. 2-LEADERSHIP Learning to Be a Leader Leaders Are Not Born, They Are Made Training for Leadership Leaders Work Smarter, Not Harder The "Societal Disease" of Our Time The Next Generation of Leaders The Secrets of Effective People and Companies Sources of Employee Stress A Few Nuggets to Mine from the Minds of America's Best Sales Managers SECRET NO. 3-GOALS-YOU MUST HAVE THEM Hey, I've Got Goals--In My Head! Goal Setting is Motivating Applying SMART to Sales Alone or Part of the Team A Matter of Disappointment It's All About Pices How to Coach your Salespeople to Score a Field Goal on Every Sales Call SECRET NO. 4-RECRUITING, SELECTING, and HIRING WINNERS Picking a Winner Putting the Excel into Excellence Recruiting Checklist Five Selection Standards and Some Interview Questions for Best Results SECRET NO. 5-TRAINING THE WINNERS The 7 Principles of Adult Learning The ABCs of Verbal and Physical Communication Learning to Train Learning to Develop People Background of Sales Skill Development Curve A Four-Step Training Process Learning from ExperiencLearning to Delegate Learning to Change Behavior through Experience The Four Levels of Learning The Seven Areas of Training New Sales People The AICCF Formula The AMPSA Formula Learning About Communication The Cost of Training New Salespeople Thanks...For the Money! Learn by Teaching; Teach by Learning SECRET NO. 6-COACHING YOUR TEAM Rules of Good Coaching The Skills of Good Coaching Coaching Problems and Solutions The Team Approach to Selling and Managing Teamwork When a Team Is Not Your Dream How to Set Up Satisfying Quotas Coaching Performance Tests Selling the "BIG Q" in your Coaching and Training Framing the Picture Quality Means Selling Results A Closing Quote on Quality Summary of Key Ideas SECRET NO.7-MOTIVATION-KEY TO EXCELLENCE Self-Motivation The Dichter Dictum Others Involved in Motivation Dichter's Seven-Step Process Self-Esteem: The Key to Performance Self-Determination Fuels Motivation When Training Is Not Enough, Motivate Yourself Motivation Training Doesn't Cost-It Pays Tom Peters on Motivation Employee Retention: Keeping Effective Salespeople Can be the Ultimate Cost Saver Ways to Retain Employees LIVING THE SEVEN SECRETS SIZZLEMANSHIP-THE ELMER WHEELER STORY Make It Easy for the Customer to Buy! Make It Easy for them to Buy Professors are Always Right! TIME MANAGEMENT Four Rules on Maximizing Your Use of Time Joe Adams' Steps to Eliminate Time Wasters PERFORMANCE MANAGEMENT Securing an UNderstanding of the Job Setting Performance Standards: Personal Example Appraisal Techniques 5 Steps to Effective Performance Management Conducting a Sales Performance Audit Identifying the Sales Manager's Job To Measure Performance Realistically, Hold Salespeople Responsible Weekly Performance Evaluation Sales Management Performance Feedback MANAGING SALES MEETINGS The 12 Most Popular Sales Meeting Training Topics Introducing Sales Presentation Aids and How to Use Them The Psychological Impact of Effective Meetings Ten Items to Consider Before Your NExt Sales Meeting Environmental Awareness -- Ten Pointers for a "Greener" Sales Meeting If Your Sales Meeting is an Annual Affair Summary of Fundamental Concepts THE ELECTRONIC OFFICE Sales Management of the Future Future Shock Pass the Laptop, Please! HUMOR AND STORYTELLING IN SELLING AND MANAGING The World's Most Expensive Sales Promotion Lighten Up! A Storytelling Starter Set Starting Your OWn Humor Collection Do's and Don'ts of Humor Humor, Comedy, and Wit STRATEGIC ALLIANCES--MAKING THE TEAM WORK The Internal Sell Your Best ALly: Your Customer Strategic Alliance are Everywhere Don't Forget Your Salespeople!--Making the Team Work Alliances to Avoid SELLING OVERSEAS--THE IMPACT OF EXPORT Preliminary Steps Prior to Selling Overseas Strategic ALliances Abroad How to Sell Overseas Like a Native Establishing Your OVerseas Sales Force Opportunities in the Future ENVIRONMENT, ETHICS, AND QUALITY Ethics Quality Pretty Good is Not Good Enough Five Steps for Selling Total Quality Management to Salespeople The "New" Forces for the Nineties and Beyond The Ten COmmandments of Personal Business Ethics INDEX