
Building an effective sales team out of a group of strong-willed mavericks is both a challenge and a dilemma for sales managers. This book introduces sales managers to their four key areas of responsibility and shows them how to prolong their managerial life expectancy by improving performance in these roles as a leader, personnel expert, trainer-coach-counsellor and as a motivator. In the area of leader, this book helps sales managers make the transition from sales to manager. In personnel it guides managers point-by-point through the entire per-interviewing, interviewing and hiring process, sharing tips and techniques for selecting above-average order procedures. For the trainer and motivator aspects of sales management, the book shows how to assign tasks on the basis of personality and ability and how to develop particular traits for the benefit of the sales department.
This book investigates the core challenge of managing high-performing, independent sales professionals by defining the essential roles required for effective sales leadership. Leslie J. Ades utilizes her professional experience to outline a framework for sales managers to balance their responsibilities as leaders, personnel experts, trainers, and motivators. The text argues that by mastering these four distinct areas, managers can improve team performance and increase their own professional longevity within the organization.
What You Will Find
Scope Limits
Experts and readers often cite this work as a practical, hands-on resource for individuals transitioning from sales roles into management positions. The text is noted for its clear, actionable advice on the interpersonal dynamics required to lead strong-willed teams.
Page Count:
222
Publication Date:
1992-01-01
Publisher:
McGraw-Hill
ISBN-10:
0070003602
ISBN-13:
9780070003606
No comments yet. Be the first to share your thoughts!