Sales Force Systems > Sales Manager's Handbook

"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

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