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This eBook includes the following formats, accessible from yourAccountpage after purchase:
EPUB的open industry format known for its reflowable content and usability on supported mobile devices.
PDF的popular standard, used most often with the freeAdobe® Reader®software.
This eBook requires no passwords or activation to read. We customize your eBook by discreetly watermarking it with your name, making it uniquely yours.
Build and lead an outstanding sales team: hire the best people, and empower them
Master today’s breakthrough strategy for developing and sustaining high-performance sales teams! Long-time sales team leader Max Cates shows how to go far beyond "old school," "command and control" sales management, unleashing the full power and energy of your salespeople through a participatory management approach that works. Drawing on 36+ years of sales and sales management experience, Cates presents proven tactics for:
Seven Steps to Success for Sales Managerspresents proven sales management tactics in a "bulletized" format that’s easy to read –and just as easy to use.Cates结合几十年的在the-trenches experience with cutting-edge research on the latest sales trends and tactics. Whether you’re a working sales manager, VP of sales, account team leader, executive MBA program participant, or aspiring sales manager, this guide will help you build an outstanding team, empower it, and lead it to sustained success.
Introduction1
Chapter 1First Step: Manage Yourself 9
Chapter 2Second Step: High-Performance Teams Begin with Hiring 69
Chapter 3Third Step: Building a Winning Team 121
Chapter 4Fourth Step: Becoming a Successful Servant Leader 213
Chapter 5Fifth Step: Sales Empowerment, Beginning with Ownership 229
Chapter 6Sixth Step: Success Through Performance Measurement 257
Chapter 7Seventh Step: Continuous Improvement, Maintaining Success 277
Conclusion289
References293
Index303