A guide for the sales management executive to excelling in the business landscape. Topics covered include strategy and objectives, hiring, training, compensation, organization, forecasts, sales plans, performance evaluations, nonmonetary motivation, deployment, and sales force automation. DLC: Sales management.
A sales force is no better than its management—and Sales Management supplies the tools sales executives need to inspire their sales forces to increase productivity through improved customer service, equitable compensation plans, e-Commerce, sales force automation, and more. It explains how to make heroes out of a sales force by understanding and taking advantage of both the micro and the macro of sales and sales management and determining the best methods for organizing, deploying, and motivating today’s changing sales force.