Summary of Proactive Sales Management

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Proactive Sales Management book summary
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Rating

8 Overall

10 Applicability

6 Innovation

8 Style

Recommendation

This book by William "Skip" Miller, a sales veteran and experienced trainer of sales managers, provides a wealth of information and guidance. Experienced sales managers will find it useful and new sales managers will find it indispensable. Miller covers cultural change, goal setting, recruitment, hiring, firing and more. He pays plenty of attention to day-to-day management, albeit in the context of his "ProActive" sales management program. Use this short, expansive manual as a handbook. For example, when you need to recruit, hire or terminate someone, consult the appropriate chapter. The book is easy to read and full of common sense. getAbstract recommends it highly to its target audience: sales managers.

In this summary, you will learn

  • How to create a sales-oriented culture as a sales manager;
  • How to set measurable sales goals; and
  • How to recruit, hire and fire salespeople.
 

About the Author

William "Skip" Miller is president of M3 Learning, a ProActive sales and sales management company, and founder of The Advanced Sales School.

 

Summary

The New Sales Manager
The sales manager's job is to lead. People often rise to the rank of sales manager from a successful career in sales. But the skills required to sell are very different from the skills required to be a leader and manage a sales force. A few of the differences are: <...

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