The Accidental Sales Manager How to Take Control and Lead Your Sales Team to Record Profits

by Lytle, Chris

• ISBN13: 9780470941645
• ISBN10: 0470941642
• Edition: 1st
• Format: Hardcover
• Copyright: 2011-05-03
• Publisher: Wiley

Summary

Sales managers play the most significant role in the development and success of their salespeople. Too often, they are promoted because of their true sales skills but get trapped doing their old sales job while trying to do their new manager job. These sales managers are the forgotten rookies. They get the least amount of training of any employee in a company and their success in selling doesn't always translate into success in sales management.The Accidental Sales Manager explains the "Sales Management Trap" which focuses the manager on doing the things in Stages Three and Four instead of getting trapped in Stages One and Two that burns time and exhausts them.Chris Lytle believes learning is something that the salesperson must actively participate in. The Accidental Sales Manager will teach managers how they can apply learning to their industry and marketplace. For example, instead of standing at the end of the conference table talking, the sales manager poses questions and involves the salespeople in a high level conversation about what works and doesn't work. Sales managers will learn other helpful steps in these The Accidental Sales Manager chapters: Step 1: What Happens In Vegas Stays In Vegas Step 2: One Good Idea Is Not Enough. But One Good Idea Is About All Anyone Can Execute Step 3: In This Sped Up World, The Only Way For Learning To Get Traction Is To Slow Down Step 4: Socrates Was Right, But You Never Met Him Step 5: What's Wrong With Internet Learning Today?

Author Biography

Chris Lytle is the President/Product Developer at Sparque, Inc. He has conducted more than 2,100 live seminars worldwide. Now he delivers his sales advice in easily digestible knowledge bites on his website, Fuel. His automatic sales improvement process revolutionizes the way sales managers develop the people who grow their profits. He is the author of The Accidental Salesperson.

Table of Contents

Acknowledgments	p. ix
About the Author	p. xi
Introduction Congratulations on Your ôPromotionö	p. xiii
Gnawing Your Way Out of the Sales Management Trap	p. 1
Fourteen Lessons You Won't Have to Learn the Hard Way	p. 19
Stage 3 Tasks: Developing the People Who Develop Your Profits and Put Out Their Own Fires	p. 65
What's Changed About Selling?	p. 145
Running Great Sales Meetings Every Time	p. 173
What Happens in Your Meeting in Vegas Stays in the Meeting Room	p. 203
Index	p. 227
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