Robert J. Calvin Sales Management Demystified

Annotation

BUILD and manage a SALES FORCE that's worth sell-ebratingUnderstanding that a sales force is only as successful as its management is the first step to improving overall sales performance. The rest can be found inside this hands-on guide that shows, step-by-step, how to train and retain a team of top sales professionals.Sales Management Demystified addresses every step of the process--including hiring, training, compensation, organization, deployment, forecasting, motivation, and performance management. Sales managers at every level and students of sales management will find helpful strategies and tactics for molding a team into an effective, cohesive unit. Featuring real-world examples, end-of-chapter quizzes, and a final exam, this incredibly useful guide will help you get the best from your sales force and put your career on the fast track.This fast and easy guide offersIdeas for sourcing, screening, and selecting the best candidatesTips for training salespeople in product, customer, and competitor knowledge, and in selling skillsThe model for choosing the most successful sales force organization and deploymentMonetary and nonmonetary methods to reward positive sales force action and resultsPerformance management techniques that evaluate results, actions, skills, knowledge, and personal characteristicsSimple enough for a novice but challenging enough for a veteran manager, Sales Management Demystified is your shortcut to developing a successful sales team.