[The Brian Tracy Success Library 01] • Sales Management

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.