Master today’s breakthrough strategy for developing and sustaining high-performance sales teams! Long-time sales team leader Max Cates shows how to go far beyond "old school," "command and control" sales management, unleashing the full power and energy of your salespeople through a participatory management approach that works. Drawing on 36+ years of sales and sales management experience, Cates presents proven tactics for:
Developing your own mental toughness, emotional intelligence, strategic thinking, and promotability
Becoming a true servant leader in sales: providing the right structure, challenges, respect, involvement, and support
Hiring more effective and productive salespeople – including expert tips for interviewing, recruiting, reading body language, using data, and choosing amongst candidates
Building winning teams that meet sales objectives and delight customers
Empowering sales reps and teams in decision-making that increases sales productivity
Measuring individual and team performance towards objectives
Keeping people on target without micro-managing them
Promoting team growth and continual improvement
Leveraging Six Sigma and the Deming Cycle to sustain success, morale, and performance
And much more
Seven Steps to Success for Sales Managers
presents proven sales management tactics in a "bulletized" format that’s easy to read –
and just as easy to use
. Cates combines decades of in-the-trenches experience with cutting-edge research on the latest sales trends and tactics. Whether you’re a working sales manager, VP of sales, account team leader, executive MBA program participant, or aspiring sales manager, this guide will help you build an outstanding team, empower it, and lead it to sustained success.