The Sales Manager's Guide to Developing A Winning Sales Team PDF (Adobe DRM) download by Gerhard Gschwandtner

The Sales Manager's Guide to Developing A Winning Sales Team

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McGraw-Hill
Publication date: May 2007
ISBN: 9780071510660
Digital Book format: PDF (Adobe DRM)

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Cultivating a winning sales team just got easier for sales managers, thanks to this practical, hands-on guide. It's a tested system you can use to guide your salespeople on the road to continual improvement.

  • Part I is written in workbook format, providing a six-step method for evaluating team member strengths and weaknesses and making performance evaluations more proactive; this section features specific tools for achieving continuous improvement, such as setting benchmarks and offering incentives
  • Part II explains the essentials-including prospecting, presentations, cold calling, and more-that managers can share with team members to help them develop crucial team knowledge, skills, and motivation
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