"Mike and Al have done a masterful job of distilling both the art and science of selling into a practical guide for managers. I carried this book around with me and referred to it before each of my Tuesday morning sales meetings and found that the book prescribed solutions and encouraged discussions that were relevant and valuable to our sales staff. Replete with templates and tools, The Sales Manager's Handbook is a go-to resource from two of the field's pioneers!"

Jill Dyche
Partner, Baseline Consulting Group
Author of The CRM Handbook (Addison Wesley, 2002)

 

Overview

The book is written for sales managers and those who aspire to be sales managers. The book is based on our experience as sales mangers, what we learned from our team, our prospects, our customers, our mentors, and our mangers. Our hope is that these ideas and experiences will help sales manager build high performance, winning sales teams that are the envy of their competitors.

To get your copy of The Sales Manager's Handbook Click Here.

 
 
Table of Contents
 
Introduction
Positioning
Vision
Values
Missionary Zeal
Powerful Ideas
Uncompromising Quality
High Performance Teamwork
Getting On With It
Serving The Customer
Expectations
Communication
People
Your Team
Recruiting
Target Salesperson Profile
Temperament
Character
Intelligence
Ask The Right Questions
Seek Other Opinions
Networking
Performance Agreement
Career Development
Teamwork
Organizational Alignment
Executive Management
Customers
Developing The Customer Base
Developing Referencable Customers
Incentives
Support Incentives
Your People As Incentive
Shortening The Sales Cycle
Affecting The Buying Decision
Customer Feedback
Target Customer Profile
Target Customer Profile: Example 1
Target Customer Profile - Example 2
Create A Positioning Statement
 
Planning
Business Plan
Financial Plan
Expenses
Revenue
Incentive Plans
Compensation/commission Plan
New Name Account Bonus
Product Bonus
Industry/vertical Market Bonus
Application Bonus
Target Account Bonus
100% Club Qualification
Special Incentives
Fiscal Boundaries
General Considerations
To Cap Or Not To Cap
Process
Common Sales Vocabulary
Territory Plan
Sample Territory Plan
Major Account Plan
Sample Major Account Plan
Opportunity Plan
Sales Cycle/Funnel Phases
Sales Process Checklist
Example 1 - Sales Process Checklist
Example 2 – Sales Process Checklist
Win-loss Metrics
Win Probability Example
Factors And Objectives
Weighted Competitive Matrix
Weighted Competitive Matrix - Example
Decision Making Process
Summary
Sample Opportunity Management Plan
Sales Call Plan
Performance Measurement
Reporting
30-60-90 Day Forecast
Forecast Accuracy
Funnel Summary
Funnel Statistics
Rank By Sales Person
Rank By Opportunity
Adjusting