Fundamentals of Sales Management for the Newly Appointed Sales Manager

ACKNOWLEDGMENTS ix CHAPTER 1. Transitioning to Sales Management: New Responsibilities and Expectations 1(19) Going from "Selling" to "Managing" 1(3) Understanding the Current Sales Culture 4(4) Understanding Who Is on the Current Team 8(4) The Challenges of Being on Two Teams at Once 12(3) Embracing Change 15(1) The Big Picture—Short- and Long-Term 16(2) What's Next? 18(2) CHAPTER 2. It's All About Communication 20(28) Listening Skills 20(2) The Theory Behind Communication Styles 22(1) The Origins of DISC Theory 23(3) The Four-Quadrant System 26(11) How Roles and Situations Affect Your Style 37(1) Working with People with Different Styles 38(1) Strategies for Improving Communications 39(3) Running an Effective Meeting 42(3) Presentation Skills 45(3) CHAPTER 3. Sales Planning: Setting the Direction for the Sales Team 48(27) Aligning the Corporate Strategy with the Sales Team 48(2) Where Sales Fits in the Corporate Structure 50(1) The Customer-Centric Organization 51(5) Marketing's Relationship to Sales 56(7) Creating a Plan 63(1) Characteristics of a Good Plan 64(6) Continuous Planning 70(1) Assessing the Business 70(5) CHAPTER 4. Time Management, Territory Planning, and Sales Forecasting 75(23) Time Management 75(5) The Art of Delegating 80(5) Sales Territory Planning 85(13) CHAPTER 5. Recruiting, Interviewing, and Hiring the Very Best 98(30) Enhancing Your Current Team 98(1) Developing Specific Criteria for the Selection Process 99(5) Optimal Sources for Recruiting 104(8) The Number One Rule in Recruiting: Constantly Recruit 112(1) Ensuring a Positive Interview Process 113(9) The Written Offer 122(4) Firing Is Inevitable 126(2) CHAPTER 6. Building the Environment for Motivation: Compensation Plans, Recognition, and Rewards 128(29) Classical Motivation Theory 129(11) Sales Compensation and Incentives Planning 140(11) Benefits and the Total Compensation Package 151(1) Nonfinancial Incentives—Rewards and Recognition 152(5) CHAPTER 7. Training, Coaching, and Counseling: When and How to Apply Each 157(30) Methods of Training Based on Learning Styles 157(5) The Core Concepts of Reinforcement 162(5) The Development of Winners 167(12) Coaching and Counseling 179(1) Goal-Setting Sessions 179(8) CHAPTER 8. Stepping Up to Be a True Leader 187(20) The Characteristics of a Team 188(2) Matching Your Team with Your Customer's Team 190(4) The Evolution of a Team 194(1) Time to Lead 195(12) INDEX 207