Strategic Sales Leadership

Strategic Sales Leadership : Breakthrough Thinking for Breakthrough Results

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Description

While there are numerous cookbook approaches to sales management, very little is available on training executive sales managers how to think and manage their sales teams strategically. Until now. Drawing from the experiences and research of its team of sales powerhouses, Strategic Sales Leadership delivers an action-oriented approach to improving sales organization results. Succinct and accessible, this breakthrough book helps sales executives candidly assess their existing situation and identify the critical issues, as well as integrates relevant sales research and best practices from the illustrious author team. Ultimately, the book equips sales executives with the tools to develop an effective action plan to improve sales organization results.show more

Product details

  • Hardback | 350 pages
  • 152.4 x 228.6 x 30.5mm | 567g
  • Cengage Learning, Inc
  • South-Western
  • Mason, OH, United States
  • English
  • 1587992035
  • 9781587992032
  • 1,853,552

Table of contents

1. Understanding the Impact of Strategic Sales Leadership. I. CRAFTING STRATEGIC SALES STRATEGIES. 2. Entrepreneurship: A Key Sales Strategy. 3. Creating Customer and Partner Relationship Strategies. 4. Building Strategic Account Strategies. II. BUILDING THE STRATEGIC SALES ORGANIZATION. 5. The Key Role of the Sales Manager in 21st Century Firms. 6. Designing Strategic Compensation Plans. 7. Getting and Keeping the Best Sales Talent. III. LEADING THE STRATEGIC SALES ORGANIZATION. 8. Encouraging Sales Organization Teamwork. 9. Implementing a Performance Management System. 10. Using Diagnostics to Improve Sales Organization Results.show more

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