The Sales Leader's Problem Solver: Practical Solutions to Conquer Management Mess-ups, Handle Difficult Sales Reps, and Make the Most of Every Opportunity
- 3h 8m
- Suzanne M. Paling
- Red Wheel/Weiser
- 2017
This is the book every sales manager wishes they had before they accepted the job. The advice within acts as a 24/7 coach for beleaguered sales leaders dealing with perplexing dilemmas.
Sales leaders (managers, directors, and vice presidents) advocate for and often succeed in getting sales training for their reps, but when they request sales management training for themselves, the answer is often no. This lack of formal instruction lowers their chances of success.
Drawn from the author's experiences as a sales manager, sales management consultant, and coach, The Sales Leader's Problem Solver offers guidance on solving common but difficult issues with the salesperson who:
- Sells inconsistently.
- Cheats on sales contests.
- Doesn t enter data in the CRM.
- Calls only on the largest or easiest clients.
- Won't prospect for new business.
By providing a consistent format to follow, Suzanne Paling will help any sales leader level-headedly deal with any challenge by:
- Clarifying the issue.
- Creating a plan.
- Presenting a solution to executives.
- Discussing the issue with the rep(s) in question. The Sales Leader's Problem Solver is a powerful tool that will help new and experienced sales managers lead their teams and develop their reputations as fair, effective, no-nonsense problem solvers.
About the Author
With more than 25 years of experience in sales management consulting and coaching, Suzanne M. Paling has helped more than 55 companies improve their sales performance and processes. Clients include product and service firms in the manufacturing, software, publishing, distribution, medical, and construction industries. She writes for Entrepreneur.com and American Business Magazine, and publishes a monthly newsletter. Paling is the author of the award-winning book The Accidental Sales Manager, published by Entrepreneur Press.
In this Book
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Foreword
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Introduction
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The Inconsistent Sales Rep
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Selling Only to Existing Customers
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Social Media Paralysis
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Salesperson Fiefdom
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Trouble with Titles
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CRM Non-Compliance
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The Mysterious Remote Salesperson
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Unethical Behavior
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Misaligned Territories
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The Selling Sales Manager
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The Superstar Sales Manager
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Loosely Defined Sales Cycle
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The Mediocre Rep
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Unqualified Vice President of Sales
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High Base Salary
