Managing for Sales Results: A Fast-Action Guide for Finding, Coaching, and Leading Salespeople
Managing for Sales Results: A Fast-Action Guide for Finding, Coaching, and Leading Salespeople
List Price:$24.95 Our Price:$15.72 Availability: Usually ships in 24 hours
Manufacturer: Wiley
Author: Ron Marks
Binding: Hardcover
Publication Date: 2007-12-14
Publisher: Wiley
Label: Wiley
Number Of Pages: 224 Features:
Editorial Review:
This book looks at various methods for recruiting salespeople, from the traditional to the radical, and shows you how to make the smartest, most profitable hiring decisions for your team. It argues that sales managers should put more emphases on coaching and recruiting, making it a priority for your sales organization. With the right recruiting and training strategies, you can find a constant stream of qualified candidates and beat your competitors to the best sales prospects. Cached date: AWS Called=true You may also be interested in these products:
Rock solid help for sales managers; world class talent. 2008-01-02 I read Managing For Sales Results when it first came out and was floored by how simple Ron Marks has made a topic that brings pain to many, and utter anguish to yet others.
I only wish he would have written it 25 years ago when I got my first taste of leading a sales team.
As Marks says, managing sales people is like trying to provide adult day care -- easily the hardest job in management...hands down.
I immediately understood the things I was doing that were undermining my chances of success; how to change both my own behavior as well as that of those who work with me; and it has given me a solid base for talent management and acquisition.
If you're a sales person and want to learn how great sales managers should operate, this is a valuable read. If I were going back into the field full time, I'd love to think it would be for someone who manages the Ron Marks way. And if you ever want to break into management, then this is a must read.
This book can be devoured in one cross-country flight, or a week's worth of lunches. You're THAT CLOSE to a sales management breakthrough.
Read the book, then hope Marks comes to your city for live workshops. I attended two of his courses and reading the book ahead of time made all the difference in the world.
His teaching style, in person, is just like the book...easy to get into and pick up the information. I've attended other workshops and seminars where the ego of the instructor was such a barrier to learning, and I wound up glad for it to end. Not so with this guy. He's a world class teaching talent.
So, if you're perusing Amazon because sales management hasn't turned out to be the walk in the park it once was made out to be, grab this book and implement just one of Ron Marks' strategies. I believe that you'll quickly be back for the rest.
