7 Secrets to Successful Sales Management: The Sales Manager's Manual

By Jack D. Wilner

Book Overview

A practical, hands-on guide to sales management, 7 Secrets to Successful Sales Management presents an integrated approach to sales management. It combines the author's years of management experience with innovative, cutting-edge strategies for motivating the sales force, recruiting quality salespeople, and training new employees. The author focuses on key factors that sales managers can use to boost sales and maximize productivity and clearly explains concepts such as team selling, ethics, customer service, and conflict resolution. The book provides a step-by-step approach to performance management and effective motivation.

• Format: Hardcover
• Language: English
• ISBN: 1574440888
• ISBN13: 9781574440881
• Release Date: December 1997
• Publisher: CRC Press
• Length: 248 Pages
• Weight: 1.10 lbs.
• Dimensions: 0.7" x 6.2" x 9.3"

Customer Reviews

Exceeded My Expectations

As an experienced VP of Sales going through this difficult econmomic time with my sales staff, I found this book most informative. I found many useful tools that I was aware of, but never applied them. Before buying this outstanding book, I researched other sales management type books and found many of them to be esoteric, written either by professors or others with little actual expericence in sales or sales management. What convinced me to buy this book is the authors nearly 25 years as a salesman, sales manager, and then a trainer of both.The chapter on goals, of course, was a review, but it helped me with my sales team, some of whom are "Generation Xer's."The chapters on coaching and performance management are worth the price of this book. One of my sales management buddies spent $6000 to attend a university week long course on strategic sales management and even he said that this book was far more practical than what he was lectured on in the classrooms.I bought 20 more to give to our other sales managers.

A Wealth of Information

I have just completed reading this excellent book and it definitely has a wealth of information, not just for a sales manager, but for anyone in sales. I am truly thankful for the opportunity to locate this book. I will be reading it serveral times as there is no way possible to absorb every morsel of information that is provided in one reading. It is one of those books that will reveal new pieces of applicable information each time the book is read. I am particulary pleased that the chapters on ethics and business practices were included. There are still too many businesses out there that feel the fastest route to a healthy bottom line is through deception, or at the very least not telling the whole truth - the case of some large companies comes to mind because of their acting responsibly in at least recalling their products. They will never apoligize for the harm that has been caused because of the damage that such statements might cause in a court case. There is a long way to go to get all businesses (and our legal system in particular) to act ethically, but if more people will read this book - and especially the last few chapters, the better off we would be.There is a wealth of information that I garnered, that I could write a novella simply singing praises. This is a great book that needs to be read by anyone who sells

7 Secretss to Successful Sales Management

I have been thoroughly enjoying this book -- 7 Secrets to Successful Sales Management. There are so many books out there on 'How to Sell', but so few on 'How to Manage Sales.' I will be making the recommendation to my organization that we utilize this book as supplemental training and information for all our sales managers. In addition, I will personally be recommending the book to all of my colleagues and counterparts in our training function.My team and I are putting together some very specific training for our sales managers in the Midwest. In Chapter 11, the book does a great job of outlining the 'Performance Management' aspect of the Sales Manager job. Once again everyone says, 'Accountability, Accountability, Accountability', but so few people can actually put it into an outline and help sales managers practice and develop that skill. Speaking from my own experience, when I went from salesperson to sales manager, my biggest struggle was coaching someone in the ideas of accountability and performance management. I did my sales job very well and I expected everyone to be the same way. (Yes, we've all been young managers at one point or another!!).Again, GREAT book,

Hard hitting and info-filled

This book shows what Must be done within our sales forces, given the uncertain environment that we face. It gives specific suggestions for improvement so that sales managers can succeed at work through their sales force and other partners. Highly recommend this book.Also suggest a wonderful skills development book that would complement Wilner's excellent book (for sales managers or their sales force). It's called ""The Leader's Guide: 15 Essential Skills.""

An outstanding book for all business people. Selling is key

This is an outstanding book for everyone from the CEO of a company as well as everyone on his sales team. Notice that today it is not just a sales force or staff, it is the sales team working together to achieve those important goals of the company. Yes, goal setting is one of the secrets and many salespeople need to improve their skill of setting goals and objectives. This book not only sets out the 7 key secrets, but it also puts these principles into action in part 2.