Sales Management (The Brian Tracy Success Library)

  • 1h 20m
  • Brian Tracy
  • AMACOM
  • 2015

The job of the sales manager is to recruit, manage, and motivate a top team of high-performing sales professionals. This book shows you how to do it.

World-renowned sales expert Brian Tracy has spent decades studying what sets the most successful sales managers and professionals apart from the rest—and now in this pocket-sized guide, he distills these simple but powerful strategies. Readers will discover the six key characteristics of a winning sales team and learn how to:

  • Select and recruit sales champions
  • Start them off on the right foot
  • Establish clear objectives
  • Determine a sales plan
  • Inspire singleness of purpose
  • Demonstrate respect and appreciation
  • Motivate people with the right incentives
  • Boost their self-concept to boost revenue
  • Develop winners through continuous coaching and training
  • Brainstorm sales solutions
  • Measure results
  • Conduct game-changing performance reviews
  • Discipline effectively
  • De-hire poor performers
  • Lead by example

A compact but essential resource, Sales Management will help readers increase the effectiveness of their sales force, improve their bottom line, and advance their own career and satisfaction in the process.

About the Author

BRIAN TRACY is the Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations. One of the top business speakers and authorities in the world today, he has consulted for more than 1,000 companies and addressed more than 5,000,000 people in 5,000 talks and seminars throughout the United States and more than 60 countries worldwide. He has written 55 books and produced more than 500 audio and video learning programs on management, motivation, and personal success.

In this Book

  • Sales Management (The Brian Tracy Success Library)
  • Introduction
  • The Role of the Sales Manager
  • Build a Great Sales Team
  • Select Champions
  • Start Them Off Right
  • Manage by Sales Objectives
  • The Psychology of Sales Success
  • Practice the Performance Formula
  • Improve Your Leadership Style
  • Reward Sales Performance
  • Develop Winning Salespeople
  • Plan Sales Activities
  • Satisfy Salespeople’s Basic Needs
  • Keep them Focused
  • Use the CaneI Method
  • Brainstorm for Sales Improvements
  • Discipline Salespeople Effectively
  • Let Your Poor Performers Go
  • Lead by Example
  • The Control Valve on Performance
  • Four Keys to Building Salespeople
  • Courage, the Vital Quality of Success
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