Basic Essentials of Sales Management
This is the first in a series of ebooks covering the vital subject of Sales Management. In this ebook, we’re going to cover the basic essentials of the subject: Getting rapidly up and running when you’re first put on the job, taking on a team, the mindset you need, the subject of management, a sales managerSales Manager Sales Manager is an executive who leads a sales unit, team or department by setting goals and meeting targets, formulating plans and policies, designating tasks, and developing salespeople.’s virtues, dealing with people, and the technology you need.
Future ebooks in this series will deal with the vital metricsMetrics Metrics are quantities that are measured and used to: of sales management, and sales management through CRM.
I firmly believe that sales is the most important profession for dealing with today’s turbulent world and economy, for salespeople create wealth and produce peace. But salespeople need a competent, stable leader—and that would be you, the sales manager! Hopefully, these books, written from my own substantial sales management experience, will help to guide you to a successful sales management role.
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This ebook is on the subject of “Win Together.” It falls under the same context as“win-to-win” described in my book Network Selling: Guarantee Success for the Digital Age. Today, this aspect of sales is more important than ever, and must also be part and parcel of CRM solutions.
“For some years I’ve been saying that, as a society, we’re in the midst of a transformation. Given what’s happened in the last couple of years, there’s no one left who is disagreeing with me! It’s become very obvious.”
A common term in sales today is EQ, which stands for “emotional I.Q.” It means the skill a salesperson has in reading emotions and utilizing them in sales. It means empathy and a number of other abilities. The short version is, it’s an I.Q. when it comes to emotions. But just as with our Network Selling model, E.Q. isn’t just for sales, either. It’s actually the missing factor in human interactions, for confrontation—a common “tool” in human interactions—doesn’t actually handle anything.
“You can have everything in life you want if you will just help enough other people get what they want.”