by Paul R. DiModica
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| List Price: | $27.95 |
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Product Description
To be successful today in sales management, you need to maximize the investment you have in your current sales team and set a pattern of leadership that will help you and future sales team members become more successful. This book is designed for sales management or executive management teams seeking to build a replicable and scalable sales process. Through step-by-step instruction, this book provides tactical and strategic information on hiring the right salespeople, setting up sales team metrics, developing effective compensation plans, setting up training programs, determining sales quotas, managing forecasts, managing strategic alliances, and integrating other departments to achieve the highest performance for your company.
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Average Customer Review:
0 of 0 people found the following review helpful:
General Manager, 2007-10-05
We revamped our entire sales process and compensation package. This book was an excellent resource for us and helped us go from point A to point B relatively easily
0 of 0 people found the following review helpful:
Great investment, 2007-01-04
Here is a great book for sales managers. Gets to the point, easy to read and offers great value for money. Don't bypass this for books heavy on theory and lacking practical ideas to increase your sales
1 of 1 people found the following review helpful:
Great reading for the entire management team, not just sales management., 2006-08-17
In "Sales Management Power Strategies", the author makes it clear that increasing sales revenue is the responsibility of several departments working together. As you read this book you will get many ideas that you can easily implement to help your sales department succeed. Paul takes you step-by-step from hiring the right person, setting quotas and accurately forecasting results, to getting the entire company focused on revenue.
As CFO of a high tech company, I especially appreciated the practical advice, as well as the worksheets for getting top revenue performance from the company. We have already started implementing some of the ideas in this book and know we will be seeing great results.
If you're looking for a business book to add to your sales library, this should be the next book you read.
0 of 1 people found the following review helpful:
Go forth and "shoot from the hip" no more, 2006-08-15
It has been said that if something is unmanaged it is uncontrolled. If sales management was truly honest, "shoot from the hip" would best describe their current sales processes. In his book, Mr. DiModica transforms time tested revenue strategies into action steps. The title says it all "building a replicable and scalable sales process." This is a great resource for any organization that is unsatisfied with their sales performance.
1 of 1 people found the following review helpful:
One of the best sales management books I've ever read!, 2006-08-15
If you are looking to manage your sales team more effectively, then get this book. The author gives very specific details on how to manage your salespeople by metrics, develop a sales scorecard, calculate sales quotas and targets accurately, and hire the right sales staff for your company. Lots of books out there are full of fluff and generalizations, but this particular book gives techniques and strategies that work in the real world and will help increase your team's peak performance. I recommend this book to anyone seeking to build or improve their sales team.
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