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More ProActive Sales Management: Avoid the Mistakes Even by William "Skip" Miller

By William "Skip" Miller

development at the concrete recommendation and sensible, strong concepts printed in its predecessor, "More ProActive revenues administration" presents harried revenues managers with a confirmed process for dealing with the revenues strategy and their humans. jam-packed with particular, field-tested innovations, this beneficial advisor specializes in the 5 basic components during which error ensue: inner workforce judgements, upward judgements, revenues judgements, infrastructure judgements, and judgements in regards to the supervisor himself. Readers will easy methods to:

regain regulate in their time - create a proactive revenues tradition - encourage a revenues crew - use uncomplicated but strong metrics - weed out disasters fast - trainer and counsel up and down the revenues association - lessen studies to at least one sheet of paper and 10 mins every week - forecast extra optimistically

This publication exhibits revenues managers at each point tips to deal with for excellent effects!

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Extra info for More ProActive Sales Management: Avoid the Mistakes Even Great Sales Managers Make -- And Get Extraordinary Results

Sample text

Without vision and goals, all you are doing is asking hamsters on treadmills to run faster each year. And as you know, after a while, the hamsters just can’t run any faster. Mistake 3 • Salespeople Are Self-Motivated The Goals and Vision Vision for the quarter: To call higher and break into two new accounts at a senior-management level. Goals: 1. Call on 5 new major accounts at the VP level or above for a 308-minute introduction meeting. 2. Develop and give a new value presentation that is at least 50 percent interactive.

_____________________________________________________________ Goal #2 1. _____________________________________________________________ 2. _____________________________________________________________ 3. _____________________________________________________________ 4. _____________________________________________________________ 5. _____________________________________________________________ Goal #3 1. _____________________________________________________________ 2. _____________________________________________________________ 3.

MOTIVATE BEHAVIOR, NOT RESULTS • You want to be a ProActive manager, right? At all levels of sales management, you need to look at what you are doing to effect results. If you are managing for revenue only, you are measuring against the wrong thing. Your job is to be ProActive. That’s why you are in sales. The Combo I ran across a company while I was doing a sales kickoff speech where about half of the salespeople in the crowd were wearing letterman jackets. I’m talking about those jackets school athletes wear with the big letter on them that signified the school.

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