Editorial Review:
Fortune teller. Psychologist. Financial analyst. These are just a few of the roles sales managers must play while making sure the sales team has what it needs to close deals. In an economic landscape where business strategies shift almost daily, it's all a sales manager can do to keep abreast of new developments. The Secrets of Great Sales Management shows sales managers how to work in concert with changing corporate goals without sacrificing the exceptional results they were hired to achieve. This powerful book gives readers practical strategies to: * clarify short-, medium-, and long-term goals * create and communicate team objectives * establish new performance standards and measurements * improve development and training initiatives * build compensation plans that drive stated objectives * create career development plans for team members By helping sales managers build stronger connections between front-line strategies and boardroom expectations, The Secrets of Great Sales Management will help readers ensure both organizational and individual success.
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Customer Reviews
Average Customer Rating: 
definitely a useful tool 2006-02-21
This book is a straightforward guide with a realistic plan to follow. The author gives you up to date ideas about the quick, ever-changing world of sales management. The amount of information given is abundant. I have made several readings of this book so far. This book has showed me how to compete in today's world successfully, while getting ready for what lies ahead. A great book for anyone thinking about sales management or already engulfed.
Covers the topic, easy to work with 2005-04-25
I was pleased with this book. Sales managers-actual and aspiring-will find a tremendous amount of information in these pages. And the pages are easy to read. This book is definitely a useful tool.
The volume is organized into three sections: Planning, Preparing, and Producing. Topics include a current perspective on the changing world of sales management, setting goals and objectives, communicating expectations to your sales team, and using performance standards in hiring. And this is only the first section!
You'll learn about recruiting and hiring, use of technology, compensation, and danger signs to watch for. Measuring and managing performance, coaching and counseling, and a focus on the future are all discussed in a realistic, comprehensive design that is easy to read, absorb, and apply. Strange as it sounds for a book like this, you may find it difficult to put down. Yes, it's that engaging. I found myself turning page after page before I realized how many pages I'd read!
And the text is supplemented by two appendices: a leadership growth plan and a checklist for success.
There are a lot of books out there on this topic, but this one is worth the investment of your time. Advice: read more than one if you're entering this field. No one has all the answers! This is a great foundation book, covering a lot of topics without going too deep.
Finally, Robert Simpkins's Sales Secrets Strategies in Print 2004-08-28
Robert Simpkins insights have proven invaluable to my organization. His secrets and strategies showed us how to successfully compete in today's complex business world and better prepare for tomorrow's challenges and trends. Whether in print or in person, I'm sold on Robert Simpkins.
Step by step Approach 2004-07-30
Readability is excellent.It like having a one on one discussion with the author
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