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A More Effective Sales Team: Sales Management Focused on Sales People (Bite-Sized Business Books)
by Paul Davies
rating: ( reviews)


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Sales management is so often seen as a series of mechanical processes, focused on forecasts, qualification, reports, and creating a discipline. Paul Davies, however, has always seen successful sales management as being about sales people - getting inside their heads, seeing the world through their eyes, and getting the best out of them by working with the grain rather than against it. As an ex-salesman himself, he knew the frustrations interference can cause - especially from very senior management - and as a sales manager and then a European sales director he set about providing the environment that sales people need in which to thrive. He has no illusions - he sees the collective noun for sales people as a whinge of sales people - but by really understanding them, protecting them from the most well-intentioned help and value-add from senior management, which usually destroys any morale, and keeping them focused on customers, he was highly successful. This book is irreverent, less concerned with filling in a customer relationship management form than making it easy for customers to buy, and full of useful ways of cajoling, encouraging and provoking sales people into stellar performance. A must read for senior management, as well as all sales managers.


Details:
rank:
price: $5.99
bound: 40 pages
publisher: Independently published (April 26, 2017)
lang: English
asin:
isbn: 1521160759, 978-1521160756,
weight: 3.8 ounces (
filesize:




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