Summary of The Sales Leader’s Problem Solver

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Sales management expert Suzanne M. Paling offers solutions to the 15 most common types of problems managers encounter when leading salespeople. She details how sales managers should deal with sales-related issues so both managers and reps can focus on selling. Paling includes bonus worksheets, templates and checklists you can use to implement her useful advice. getAbstract recommends this pragmatic guide to sales managers and their supervisors, as well as to salespeople who hope to become sales managers but who would rather not embark on that adventure without warning or training.

About the Author

Suzanne M. Paling is a sales management expert with extensive experience in sales, sales management, and sales management consulting and coaching. She helps companies improve their sales processes and performance.

 

Summary

In Pursuit of Effective Sales Management

Every sales manager must confront ill-defined sales cycles, salespeople with inconsistent results and sales staffers who ignore customer-tracking requirements to name a few challenges. Failure to solve these and other problems hurts your management career, messes up your performance metrics and hurts the bottom line.

Most companies spend time and money to upgrade their sales representatives’ skills, but few invest in professional development for sales managers. This is a serious omission. Many sales team managers don’t know how to handle problems with reps, customers, orders or services. Many are former top sales producers who were elevated into supervisory roles with no prior management experience. Once the company honors them with such a promotion, it drops them off at a new desk and leaves them to figure things out for themselves.

Sales managers who lack adequate professional training make numerous mistakes, fail to meet their revenue goals, confuse their direct reports and seldom achieve peak performance. Unable to meet their objectives, some sales managers leave to join new employers.

Fifteen Common Sales Management...


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