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Full Description
Key skills to make sales managers better developers of salespeople Get out of the firefighting business and into the business of developing the people who develop your profits. Successful salespeople rightfully become sales managers because of superior sales records. Yet too often these sales stars get stuck doing their old sales job while also trying to juggle their manager role, and too often companies neglect to train their sales managers how to excel as managers. That's the "sales management trap," and it's exactly what The Accidental Sales Manager addresses and solves.
Full of helpful steps you can apply immediately?whether you're training a sales manager, or are one yourself?this practical guide reveals step-by-step methods sales managers can use to both learn their jobs and lead their teams.
Get tactics to stop burning time and exhausting yourself, while taking effective actions to use time better as a leader
Discover how to integrate learning into leading and make sales meetings an active conversation on what works and what doesn't
Author has a previous bestseller, The Accidental Salesperson
Don't get caught in the "sales management trap" or, if you're in it, get the tools you need to escape it. Get The Accidental Sales Manager and lead your team to do what you do best: make sales, drive profits, and get winning results.
Contents
Acknowledgments ix
About the Author xi
Introduction Congratulations on Your ''Promotion'' xiii
Chapter 1 Gnawing Your Way Out of the Sales Management Trap 1
Chapter 2 Fourteen Lessons You Won't Have to Learn the Hard Way 19
Chapter 3 Stage 3 Tasks: Developing the People Who Develop Your Profits and Put Out Their Own Fires 65
Chapter 4 What's Changed About Selling? 145
Chapter 5 Running Great Sales Meetings Every Time 173
Chapter 6 What Happens in Your Meeting in Vegas Stays in the Meeting Room 203
Index 227
