Secrets of Great Sales Management, The: Advanced Strategies for Maximizing Performance

By Robert A. Simpkins

"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... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0814472389
• ISBN13: 9780814472385
• Release Date: July 2004
• Publisher: Amacom Books
• Length: 224 Pages
• Weight: 1.05 lbs.
• Dimensions: 9.3" x 1.0" x 6.3"
• Age Range: 17 years and up
• Grade Range: Grade 12 and higher

Customer Reviews

definitely a useful tool

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

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

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

Readability is excellent.It like having a one on one discussion with the author