More Proactive Sales Management
Avoid the Mistakes Even Great Sales Managers Make - and Get Extraordinary Results
(Sprache: Englisch)
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Inhaltsverzeichnis zu „More Proactive Sales Management “
<html> C O N T E N T S PREFACE ix ACKNOWLEDGMENTS xi INTRODUCTION xv P A R T 1: INTERNAL TEAM DECISIONS MISTAKE #1: We Are a Prospecting Machine! 3 MISTAKE #2: It's All About Luck 12 MISTAKE #3: Salespeople Are Self-Motivated 23 MISTAKE #4: I'll Focus on My B and C Players and Make Them Better 33 MISTAKE #5: Salespeople Are Motivated by Money 40 MISTAKE #6: I Am the Team Leader 48 P A R T 2: UPWARD DECISIONS MISTAKE #7: My Management Lets Me Do My Job 57 MISTAKE #8: I'm the Boss 61 MISTAKE #9: Things Are Always Tough at the End of the Quarter 68 MISTAKE #10: It's All About Revenue 77 P A R T 3: SALES DECISIONS MISTAKE #11: My Team Needs Me for This Important Deal 91 MISTAKE #12: Sell, Sell, Sell ... Right? 97 MISTAKE #13: I'll Show Them How to Do It 105 MISTAKE #14: I'm Superman 113 P A R T 4: INFRASTRUCTURE DECISIONS MISTAKE #15: It's Their Territory 121 MISTAKE #16: I Have a Sales Process ... I Think 128 MISTAKE #17: Metrics and Dashboards Are for Rookies 142 MISTAKE #18: Forecasting to 60 Percent Accuracy 154 MISTAKE #19: The Stack Ranking Behind Hire and Fire Decisions 168 P A R T 5: SELF DECISIONS MISTAKE #20: Culture? I Already Have One, Thanks 183 MISTAKE #21: The More I Work, the Better the Example 192 MISTAKE #22: I'm the Manager, Right? 200 EPILOGUE AND CALL TO ACTION 207 INDEX 209
Bibliographische Angaben
- Autor: William Miller
- 2009, 224 Seiten, Maße: 18,5 x 22,9 cm, Gebunden, Englisch
- Verlag: Amacom
- ISBN-10: 0814410901
- ISBN-13: 9780814410905
Sprache:
Englisch
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