The Secrets of Great Sales Management

by Simpkins, Robert A.

• ISBN13: 9780814472385
• ISBN10: 0814472389
• Format: Hardcover
• Copyright: 2004-08-13
• Publisher: Amacom Books

Summary

The most advanced strategies for tomorrow's sales managersThe new breed of sales manager is expected to lead the sales team in an effort not just to close deals, but contribute to the overall strategic rationale of the organization.The Secrets of Great Sales Management gives readers a proven, step-by-step process for keeping pace with the issues currently revolutionizing sales management, as well as managing their own careers.

Author Biography

Robert A. Simpkins (Falls Church, VA) is founder and President of Global Crosswinds, an international advisory and training firm focusing on the development of sales and marketing professionals. He is a member of the American Management Association faculty team, delivering over sixty sales and marketing seminars a year.

Table of Contents

Acknowledgments	xi
Introduction	1	(6)
I. PLANNING	7	(62)
Chapter 1: The Changing World of Sales Management	9	(18)
What's Expected of You?	14	(2)
Knowing the Business Realities: Situational Analysis	16	(4)
Customer Values Benchmarking	20	(2)
Developing Critical Objectives	22	(5)
Chapter 2: Planning for Today and Tomorrow	27	(26)
The Value of Planning	29	(1)
A Snapshot of Today	30	(8)
Scenario and Simulation Planning	38	(3)
Determining Prioritized Corporate Objectives	41	(2)
Clarifying Short-Term, Intermediate, and Long-Term Goals	43	(3)
Creating Directional Statements for Your Sales Team	46	(2)
Determining Resource Requirements and Availability	48	(5)
Chapter 3: Crafting the Professional Sales Force	53	(16)
Setting Out Your Goals	55	(1)
Establishing Performance Objectives and Measurements	56	(9)
Raising the Bar for Existing Sales Team Members	65	(1)
Using the New Performance Standards to Hire	66	(3)
II. PREPARING	69	(62)
Chapter 4: Finding the Talent	71	(20)
Recruiting and Hiring Practices	73	(6)
How to Recruit	79	(1)
Interviewing "Best Practices"	80	(6)
Understanding the Legal and Ethical Ramifications of Recruiting and Hiring	86	(5)
Chapter 5: Strengthening the Sales Team	91	(20)
The Strong Grow Stronger	93	(1)
Linking Organizational Processes	94	(1)
Selecting and Implementing Critical Technologies	95	(1)
Understanding Evolving Technologies and Software	96	(6)
Using Technology as a Point of Differentiation	102	(1)
Effective Development and Training Initiatives	103	(1)
Determining Strengths and Weaknesses of Individual Sales Team Members	104	(1)
Creating Individualized Plans for Growth	105	(2)
Getting the Sales Professional's "Buy-In"	107	(4)
Chapter 6: Compensation Programs That Drive Superior Performance	111	(20)
Sales Force Compensation	113	(3)
Making Sure Your Compensation Plan Drives the Desired Objectives	116	(3)
Weighing Compensation Plan Variations	119	(4)
Watching for Negative Results	123	(3)
Fine-Tuning the Plan	126	(2)
Making the Plan Fair for Everyone	128	(3)
III. PRODUCING	131	(66)
Chapter 7: Now Lead: Measuring and Managing Performance	133	(26)
Sales Forecasting	135	(1)
Performance Evaluations	136	(7)
Understanding Changes in the Territories and the Marketplace That Impact Performance	143	(10)
Recognizing Individual Challenges	153	(1)
Identifying All Contributors to a Forecast	154	(1)
Communicating the Results to Senior Management	155	(4)
Chapter 8: Coaching and Counseling	159	(22)
The Art of Coaching	161	(2)
Coaching Skills to Improve Performance	163	(1)
The Ride-Along or Co-Calling Coaching Session	164	(4)
The Office Coaching Session	168	(5)
Creating a Motivational Environment	173	(3)
Dealing with the Difficult Times	176	(1)
Counseling the Problem Team Member	177	(1)
Managing Dismissals Intelligently	178	(1)
Legal Considerations	179	(2)
Chapter 9: Looking Toward the Future	181	(16)
Creating Career Development Plans for Your Sales Team Members	184	(1)
Matching the Plan to Goals	184	(4)
Preparing for Turnover	188	(1)
Succession and Legacy Planning	189	(2)
Wearing the Mantle of Leadership	191	(6)
Conclusion	197	(4)
A Leadership Growth Plan	201	(2)
A Checklist for Success	203	(4)
Index	207