STRATEGIC LEADERSHIP:BRKTHRGHTHINKING F/BRKTHRGH RESULTS

STRATEGIC LEADERSHIP:BRKTHRGHTHINKING F/BRKTHRGH 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.
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Product details

  • Hardback | 350 pages
  • 152.4 x 228.6 x 30.5mm | 567g
  • South-Western
  • Mason, OH, United States
  • English
  • 1587992035
  • 9781587992032
  • 2,619,775

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.
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About The Sales Educators

The Sales Educators,
The Sales Educators are sales authorities widely acclaimed throughout industry and academia, including Jerry Bauer, President of Bauer & Associates; Andrea Dixon, Associate Professor at the University of Cincinnati; Tom Ingram, Professor at Colorado State University; Eli Jones, Associate Professor at the University of Houston; Buddy LaForge, Professor at the University of Louisville; Tom Leigh, Professor at The University of Georgia; Greg Marshall, Professor of Marketing in the Crummer Graduate School of Business at Rollins College; Mike Morris, Witting Chair in Entrepreneurship at Syracuse University.
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