In Your Sales Management Guru’s Guide series, sales management expert Ken Thoreson teaches sales leaders the essentials for leading and developing high-performance sales teams.

In this book you’ll gain skills and techniques for leading and managing your sales team to the next level. There are 39 chapters literally jammed with hundreds of proven ideas that address every aspect of sales management.   Plus a bonus section: The job of sales management, a prescriptive approach to building predictive revenue-a must read by every sales manager.

You’ll Learn:

·          How to Build a High-performance Sales Culture

·          How to Make Monday Morning Sales Meetings Count

·           Why Leadership Matters

·          How to Create Your Own Sales Certification Plans

·          How to Develop Sales Compensation Plans that Work

·          How to Lead Sales Contests that Increase   Sales and Build Teamwork

·          How to Measure and Manage Sales Activity

·          How to Uncover Leading Indicators that Predict Revenue

·          How to Build a Self-managed Sales Team

·          Time Management Techniques for Sales Managers

·          And much more . . .