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Type of bind: Hardcover
Dewey Decimal Number: 658.81
EAN num: 9780814405451
ISBN number: 0814405452
Label: AMACOM
Manufacturer: AMACOM
Quantity: 1
Page Count: 256
Printing Date: January 08, 2001
Publishing house: AMACOM
Sale Popularity Level: 30482
Studio: AMACOM
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Editor's Notes and Comments:
Brief Book Summary:
All sales managers work like crazy, but few are true managers. That's because they tend to fall back on the skills that made them great at sales...instead of adopting the new skills that will make them great managers.
This essential book, which speaks their language, will turn them into management pros. It teaches a proven method for managing the sales process as well as the salespeople. Packed with specific, field-tested techniques, PROACTIVE SALES MANAGEMENT shows sales managers how to:
* Regain control of their time * Create a proactive sales culture * Motivate a sales team * Manage to simple yet powerful metrics * Weed out failures quickly * Effectively coach and counsel up and down the sales organization * Measure not to revenue, but to the things that create revenue * Reduce reports to one sheet of paper and 10 minutes a week * Forecast more confidently * Manage the sales organization the way it should be managed.
User popularity level:
Rated by buyers -
This is such a great read! The tools given were very useful and easy to implement. I definitely recommend this.
Rated by buyers -
Many sales managers I know are some of the hardest working people on earth. They don't have time to read theory and work over months or years to apply it.
This book gives a good, practical approach which can be used immediately - invaluable to newly promoted sales managers or veterans. It's the type of book which lets you read a chapter at lunch then use the idea that afternoon!
Miller's approach offers insight and forthright advice on the keys to sucess in managing sales people.
Rated by buyers 
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Has chapters for the entire Sales Manager life cycle, from vision/culture to interviewing/hiring, to corrective action. Very basic and rudimentary rather than theoretical such as you'd find in sales management course texts. Maybe this is all that's necessary to gain the big picture rather than dealing with various minutia.
Rated by buyers -
'ProActive Sales Management' is packed with practical tools for business executives to drive sales organization in a proactive manner. Miller has coherently illustrated how these tools fit together & help sales organizations to achieve the mission of proactively capture business opportunities; more importantly, he also shows managers how to gain better control of their life while achieving business goals.
Rated by buyers -
Proactive Sales Management shows sales managers how to effectively manage their sales force, motivate the sales team, effectively coach and counsel the sales organization, reduce reports to one sheet of paper and 10 minutes a week and forecast more confidently. A must read for any serious manager who is planning to boost sales and performance.
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