Fundamentals of Sales Management for the Newly Appointed Sales Manager
- 3h 33m
- Matthew Schwartz
- AMACOM
- 2006
Based on the bestselling American Management Association seminar, Fundamentals of Sales Management for the Newly Appointed Sales Manager helps sales professionals quickly and easily develop the skills they need to succeed in their new managerial roles.
Readers will learn how to:
- Make a smooth transition into management
- Build a superior, high-functioning sales team
- Set objectives and plan performance
- Delegate responsibilities
- Recruit new employees
- Improve productivity and effectiveness
Making the leap into management—especially sales management—means meeting a whole new set of challenges. This easy-to-understand book gives readers everything they need to immediately excel at their new responsibilities.
About the Author
Matthew Schwartz is a practice consultant in sales for the American Management Association. He has been quoted in publications including Forbes, CBC Marketwatch, and Sales and Marketing Management magazine.
In this Book
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Fundamentals of Sales Management for the Newly Appointed Sales Manager
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Transitioning To Sales Management—New Responsibilities and Expectations
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It’s All About Communication
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Sales Planning—Setting The Direction For The Sales Team
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Time Management , Territory Planning, and Sales Forecasting
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Recruiting, Interviewing, and Hiring The Very Best
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Building The Environment For Motivation—Compensation Plans, Recognition, and Rewards
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Training, Coaching, and Counseling—When and How To Apply Each
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Stepping Up To Be A True Leader
