The Art of Modern Sales Management: Driving Performance in a Connected World

  • 2h 56m
  • Renie McClay
  • Association for Talent Development
  • 2014

Learn everything you need to know to be a top sales manager! Sales management has changed dramatically in the past decade. With increasing globalization and many companies adding more virtual workers, the task of managing these diverse sales teams has become increasingly complicated. In a connected and evolving world it is hard to offer a definitive guide, but this book strives to sketch out a blueprint for managing performance in a changing sales landscape. Each chapter is written by a sales professional and thought leader, many with experience as both a salesperson and as a sales manager. Learn from their experience and utilize the action plans at the end of each chapter to grow into a better leader for your team, whether they are down the hall or across the world. Use action plans to broaden your understanding and improve your sales management skills. Learn best practices in sales management from hiring the best candidates to managing their performance. Learn how to develop and maintain a strong sales team with a global or virtual workforce. This book is an excellent resource for new sales managers or experienced sales managers who are looking to understand and adapt to a more connected and complicated world.

About the Author

Renie McClay, MA, CPLP, has been a dynamic performance improvement professional for 20 years. She has been successful in sales, management, and learning and performance roles at several Fortune 500 companies (Kraft, Pactiv, and Novartis). Founder of Inspired Learning LLC, she continues to bring her passion and practical approach to all project work. Inspired Learning LLC does design and delivery of energetic programs and projects around the world.

She is the author of The Essential Guide to Training Global Audiences, Ten Steps to Successful Teams, Fortify Your Sales Force: leading and training a strong team, Interactive and Engaging Training: a Practical Guide. She speaks at conferences like ASTD s International Conference and Expo, SMT: Center for Sales Excellence, and regional ASTD Chapter conferences.

Renie holds numerous certifications for facilitating training programs. She has been invited to facilitate workshops for audiences in North America, Europe, Africa, Latin America, Asia and Australia - both in person and virtually. She is a certified online instructor. Renie is Adjunct Professor for Roosevelt University and Concordia University, in classroom and online, and facilitates for the American Management Association. She has been a guest lecturer for colleges and universities in North America and Asia. She is an honoree for the International Business Awards and The Stevie Awards for Women.

In this Book

  • Producing Performance
  • Coaching for Performance
  • Improving the Sales Call
  • Managing the Sales Team Pipeline
  • Selling Across Cultures
  • Managing Global Sales Teams
  • The Sales Manager’s Role in Training
  • Leveraging your EQ for Sales Effectiveness
  • The Hiring Dilemma: Advice for Sales Leaders
  • Strategic Storytelling for Sales Managers
  • Social Media Marketing for Sales Managers
  • Successfully Leading Virtual Teams