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:
- Developing your own mental toughness, emotional intelligence,
strategic thinking, and promotability
- Becoming a true servant leader in sales: providing the right
structure, challenges, respect, involvement, and support
- Hiring more effective and productive salespeople - including expert
tips for interviewing, recruiting, reading body language, using data,
and choosing amongst candidates
- Building winning teams that meet sales objectives and delight
customers
- Empowering sales reps and teams in decision-making that increases
sales productivity
- Measuring individual and team performance towards objectives
- Keeping people on target without micro-managing them
- Promoting team growth and continual improvement
- Leveraging Six Sigma and the Deming Cycle to sustain success, morale,
and performance
- And much more
**** Seven Steps to Success for Sales Managers presents proven
sales management tactics in a "bulletized" format that's easy to read -
and just as easy to use. Cates combines decades of in-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.
