Sales Management Demystified

By Robert J. Calvin

Book Overview

BUILD and manage a SALES FORCE that's worth sell-ebrating Understanding that a sales force is only as successful as its management is the first step to improving overall sales performance. The rest can be found inside this hands-on guide that shows, step-by-step, how to train and retain a team of top sales professionals. Sales Management Demystified addresses every step of the process--including hiring, training, compensation, organization, deployment, forecasting, motivation, and performance management. Sales managers at every level and students of sales management will find helpful strategies and tactics for molding a team into an effective, cohesive unit. Featuring real-world examples, end-of-chapter quizzes, and a final exam, this incredibly useful guide will help you get the best from your sales force and put your career on the fast track. This fast and easy guide offers Ideas for sourcing, screening, and selecting the best candidates Tips for training salespeople in product, customer, and competitor knowledge, and in selling skills The model for choosing the most successful sales force organization and deployment Monetary and nonmonetary methods to reward positive sales force action and results Performance management techniques that evaluate results, actions, skills, knowledge, and personal characteristics Simple enough for a novice but challenging enough for a veteran manager, Sales Management Demystified is your shortcut to developing a successful sales team.

• Format: Paperback
• Language: English
• ISBN: 0071486542
• ISBN13: 9780071486545
• Release Date: May 2007
• Publisher: McGraw-Hill Companies
• Length: 400 Pages
• Weight: 1.60 lbs.
• Dimensions: 1.1" x 7.4" x 9.2"

Customer Reviews

EXCELLENT!

This was a wonderfully written book that will help anyone who is in charge of a sales force, from a retail store to a cafe to car sales. I am teaching Small Business classes, and this is a new "must read" for any sales manager. If you are currently a salesperson who wants to manage, read this book and sell the concept to your company!

Step-by-step 'how to' on sales management

SALES MANAGEMENT DEMYSTIFIED is a step-by-step how to book on sales management. This book is especially handy for a newly promoted sales manager. Each chapter has sub chapters pertaining to the overall topic. The author even includes examples of how to write a job description and what to look for in a resume or a candidate profile. New sales managers need to know what to look for in applicants. This book offers all that needs to be included. The book covers more then just hiring employees, author Robert Calvin also covers topics for any situation you could encounter. He covers selling tips, how to make an idea a successful habit, and future planning for the company. Overall, this book is a complete guide to successful sales management.

Great Reference Book

As a successful sales executive for a Fortune 500 company, I was glad a friend recommended this book. Although I have been managing a large sales staff for years, I found the book enlightening and useful. It reminded me of some basic principles that are so important to good sales management as well as providing some new ideas that are easy to implement and very practical. I now keep this book on my bookshelf for frequent reference. I often refer to the chapter on hiring for effect (Hiring the best; terminating the rest)as well as the chapters on Training for results and the one on motivating salespeople. In fact, I have used some of the techniques descibed in motivating salespeople with excellent results. Consequently, I would definitely recommend this book even if you are a seasoned sales manager. It is an easy read and an excellent reference tool you can go back to time and time again. Jon Rubin New York

Finally, An Implementable Raodmap to Successful Sales Managment

Finally, a book that tells the reader how to effectively implement proven methods of sales management. This book gets to the point, quickly detailing how to make substantial improvements in sales force management. This is a soup to nuts, down to earth, manual on how to: Pick the right sales people, Focus them on effective selling, and Keep them motivated. I highly recommend this book for anyone who has and interest in boosting sales and getting the most out of every marketing dollar. Jack Ahern President AhernConsutling - Financial Advisors to the Healthcare Industry

A Comprehensive and Very Readable Guide to Sales Force Management

Sales Management Demystified leaves no stone unturned for both newly promoted and experienced sales managers. For the newly promoted sales manager, Calvin's book is a front-to-back, comprehensive self-teaching guide to creating, hiring, training, compensating, organizing, motivating and evaluating a sales force. The experienced sales manager will find this book to be an excellent resource and reality check for any task at hand, such as planning a sales meeting, restructuring a sales channel, or dealing with sudden, unexpected turnover in the sales force. Whether reading this book front-to-back or using it as a resource to research a particular sales problem, sales managers will appreciate Calvin's conversational tone and reader-friendly formatting. I especially liked the way each chapter's subtopic got its own distinct subheading, which made it easy to pick up the book and quickly find a discussion of any sales management problem currently at hand. If you are only going to read one sales force management book this year, I'd strongly recommend that it should be Sales Management Demystified. Charles M. Cohon President Prime Devices Corporation