Proactive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game
Author: William Skip Miller
List Price: $24.95
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ISBN: 0814405452
Publisher: AMACOM (January, 2001)
Sales Rank: 2,994
Average Customer Rating: 4.87 out of 5
Customer Reviews
Rating: 3 out of 5
Not bad, but don't place too much faith in Sales Gurus
Good attempt at writing about sales management, and Skip makes some very solid points in the opening chapter. He points to the need for Leadership as a key element of a good sales manager. Unfortunately, I think Skip knows more about sales than leadership, himself, so he is not great at explaining HOW to be a good leader. He spends a lot of time on how to hire good people, which I agree is important. This might lead some rookie sales managers to fall back on the excuse of inheriting weak sales reps, and worry more about replacing them, than fixing them.
Read the first chapter in a book store somewhere, and save the $$$
Rating: 5 out of 5
This is a Sales Manager's survival guide!
Managing salespeople is very hard. Contrary to coventional wisdom, being a successful salesperson has very little to do with being a successful sales manager. Too many organizations put good salespeople in management roles with little preparation, and then they wonder why the failure rate for new sales managers is so high."ProActive Sales Management" is an indispensable guide for any professional sales manager, from the newest to the most seasoned. This is a practical, actionable blueprint for building and managing a winning sales organization.
The core of "ProActive Sales Management" is a set of tools that can be immediately applied to a variety of sales management challanges, regardless of size of sales force, type of industry, or even geographic region. Our own organization has successfuly applied these methods in the US, Europe, Asia, Canada and Latin America.
The key strength of this book is its common-sense approach. This is not about dogma or ideology, as so many sales and sales management books are. This is about getting the job done, and doing it well. If you manage salespeople, or if you aspire to being a sales manager, you must read this book!
Rating: 5 out of 5
More "tools" than Home Depot
I always thought that all my years of sales success would transfer to my job as a sales manager -- well, it has been a 2 year roller coaster ride. Until, I read skip's book.....my game plan was to manage the people the way I used to sell, however, ProActive Sales Management showed me that you must "Manage the process, not just the People!" I love the fact that Mr. Miller uses "tools" in his book, so this way I am able to pick and choose the right tool for any given situation. Sales have been climbing since we started implementing these metrics and we are not looking back! Similar Products
Sales Management
How to Hire and Develop Your Next Top Performer: The Five Qualities That Make Salespeople Great
Proactive Selling: Control the Process-Win the Sale
The Complete Guide to Accelerating Sales Force Performance : How to Get More Sales from Your Sales Force
Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach
Book Index