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More ProActive Sales Management: Avoid the Mistakes Even Great Sales Managers Make -- And Get Extraordinary Results [Hardcover]

William "Skip" Miller

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Book Description

Feb. 15 2009
Managing great sales is different than making great sales. This book shows readers how to avoid the most common mistakes of their trade, and shows sales managers at every level how to manage for great results.

Building on the concrete advice and practical, powerful strategies revealed in its predecessor, More ProActive Sales Management provides harried sales managers with a proven method for managing the sales process and their peo ple.

Packed with specific, field-tested techniques, this helpful guide focuses on the five primary areas in which mistakes occur: internal team decisions, up ward decisions, sales decisions, infrastructure decisions, and decisions regarding the manager himself. Readers will learn how to:
* regain control of their time
* create a proactive sales culture
* motivate a sales team
* use simple yet powerful metrics
* weed out failures quickly
* coach and counsel up and down the sales organization
* reduce reports to one sheet of paper and 10 minutes a week
* forecast more confidently

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Product Details

Product Description

About the Author

William Skip Miller (Los Gatos, CA) is president of M3 Learning, a sales and management development company, and an instructor for numerous AMA sales management training programs. He is the author of ProActive Selling , ProActive Sales Management , and Ultimate Sales Tool Kit .

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Most Helpful Customer Reviews on (beta) 4.7 out of 5 stars  3 reviews
2 of 2 people found the following review helpful
5.0 out of 5 stars Very insightful and well structured. Learn from the common mistakes of others May 16 2009
By Amazon Customer - Published on
I really enjoyed this book, as I found it insightful and very well structured. The book is very concise with 5 parts that outline 22 specific common mistakes that sales managers make. You really find yourself nodding in agreement as you read through these mistakes. I think we've all experienced (and made!) at least a few of them.

I recommend this book for sales managers and business owners who are willing to identify their areas of weakness in management, learn from common mistake of others, and most importantly learn from their own mistakes.

Here are the 22 mistakes. If you find yourself making some of these, pick up the book to find the solutions!

* We are a prospecting machine!
* It's all about luck
* Salespeople are self motivated
* I'll focus on my B and C players and make them better
* Salespeople are motivated by money
* I am the team leader
* My management lets me do my job
* I'm the boss
* Things are always tough at the end of the quarter
* It's all about revenue
* My team needs me for this important deal
* Sell, sell, sell...right?
* I'll show them how to do it
* I'm superman
* It's their territory
* I have a sales process...I think
* Metrics and dashboards are for rookies
* Forecasting to 60 percent accuracy
* The stack ranking behind hire and fire decisions
* Culture? I already have one, thanks
* The more I work, the better the example
* I'm the manager, right?
1 of 1 people found the following review helpful
5.0 out of 5 stars he's done it again! Aug. 12 2010
By susan love - Published on
another fabulous book by Skip Miller that gives managers specific and TANGIBLE tools. This is information that most salespeople, let alone sales people, never learn. It's a book with surprising benefits as well: our team is now adding more value to the sales process, which influences how they view themselves and their role in the transaction. And an employee that feels good about what they are doing... well, we all know the benefits of that.

From creating a personal value prop to using your customer's definition of value to sell, this book is the best. Hands-down winner!
0 of 1 people found the following review helpful
4.0 out of 5 stars Simply the Best Nov. 9 2011
By Paul - Published on
Format:Hardcover|Verified Purchase
I ordered 10 books on the subject. This is by far the most practical... If that's what you are looking for; this book is for you.

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