Managing for Sales Results: A Fast-Action Guide for Finding, Coaching, and Leading Salespeople PDF
Preview Managing for Sales Results: A Fast-Action Guide for Finding, Coaching, and Leading Salespeople
MANAGING for SALES RESULTS A Fast-Action Guide for Finding, Coaching, and Leading Salespeople RON MARKS John Wiley & Sons, Inc. PraiseforManagingforSalesResults ‘‘IhaveknownRonMarksformanyyears.Hehasareputationasa strong leader and has withstood the test of time in an industry wheremanagerscomeandgoliketheseasons.ManagingforSales Results is an essential work for anyone who manages salespeople, written by someone who continues to successfully manage sales teams.Thisisamust-read.’’ ---JimRohn,authorofTheTwelvePillarsand FiveMajorPiecesoftheLifePuzzle ‘‘Yourabilitytoselect,manage,andmotivateaworld-classteamof sales professionals is central to your success. This book contains the key methods and techniques to put your career on the fast track.’’ ---BrianTracy,authorofBeaSalesSuperstar ‘‘IamsurethatsalesleadersallovertheworldwilluseManagingfor SalesResultsasaresourcetogrowtheirteamandtheirsales.’’ ---Gerhard Gschwandtner, founder andpub- lisherofSellingPower ‘‘In sales, we are presenting every day, every hour, every minute. Learn from a master, as Marks provides the answers for building andnurturingasalesteamforacceleratedsuccess.’’ ---Tony Jeary, author of Life is a Series of Presentations ‘‘Markshitsthebull’s-eyewiththisoutstandingsalesmanagement book. His valuablemessage and techniques are right on targetfor anyonewhowants to buildahigh-performance sales team. Ihave seenthesetechniquesinpractice,andtheywork!’’ ---Don Jones, Vice President-General Mana- ger, Champion Window Manufacturing, Cincinnati,Ohio ‘‘Ihavereadanumberofbooksonmanagement,andafterreading ManagingforSalesResults,Irealizethisisagreatbookthatshows howtoconnectwithpeopleatanewlevel.Itisapartfromtheothers initspracticalapproachtosalesmanagement.’’ ---Charles Kingsbaker, Regional Director, Sales and Marketing, TroonGolf, Scotts- dale,Arizona ‘‘There are many speakers and authors who will tell you how to successfully manage a sales force, but how many of them have accomplished that feat for over twenty years? Marks has earned the right to share with youhiswisdom,insight, and experience to saveyoutime,money,andfrustration.’’ ---Colette Carlson, MA, professional speaker and author, Colette Carlson Communica- tions,www.speakyourtruth.com ‘‘Ihavereadmanybooksthatendwithaninvitationtocontactthe author;neverhaveIdonesoorevenfelttheslightesturge ...until now. Managing for Sales Results was different, and I just had to write to thank you. I read it fromcover to cover twice, took notes, markedpages,signedupforSellingPower,etc.,etc.Selfishly,Iwas thinkingyouwrotethebookjustfor me.Sellinghasbeenmypas- sion(orIshouldsay,peoplehavebeenmypassion)formanyyears. Inowfindmyselfpromotedtothesalesleaderrole,andmanyofthe ideas,thoughts,feelings,andsuggestionsinyourbookIhavelong embraced and wished could happen. . . . I now have the opportu- nitytoleadateamwithpurpose,excitement,andvision.’’ ---SusanMacdonald ‘‘Don’twasteyourtimestudyingothermanagementbooks!Manag- ingforSalesResultsprovideduswiththecorestrategiesoursales managersneededtobesuccessful.Marks’sbookprovidedoursales managers withproventools and strategies to hone theircraft. His interactive case studies truly challenge you to demonstrate what you’ve learned. I can think of no other book that addresses both salesleadershipandsalesmanagementactivitiesinsuchasimple andcompletemanner.’’ ---Kerry Robb, Manager, Training and Devel- opment, Lockheed Federal Credit Union, Burbank,California MANAGING forSALES RESULTS MANAGING for SALES RESULTS A Fast-Action Guide for Finding, Coaching, and Leading Salespeople RON MARKS John Wiley & Sons, Inc. Copyright#2008byRonMarks.Allrightsreserved PublishedbyJohnWiley&Sons,Inc.,Hoboken,NewJersey PublishedsimultaneouslyinCanada WileyBicentennialLogo:RichardJ.Pacifico Nopartofthispublicationmaybereproduced,storedinaretrievalsystem, ortransmittedinanyformorbyanymeans,electronic,mechanical, photocopying,recording,scanning,orotherwise,exceptaspermittedunder Section107or108ofthe1976UnitedStatesCopyrightAct,withouteither thepriorwrittenpermissionofthePublisher,orauthorizationthrough paymentoftheappropriateper-copyfeetotheCopyrightClearanceCenter, Inc.,222RosewoodDrive,Danvers,MA01923,(978)750-8400,fax(978) 646-8600,oronthewebatwww.copyright.com.RequeststothePublisher forpermissionshouldbeaddressedtothePermissionsDepartment,John Wiley&Sons,Inc.,111RiverStreet,Hoboken,NJ07030,(201)748--6011, fax(201)748-6008,oronlineathttp://www.wiley.com/go/permissions. LimitofLiability/DisclaimerofWarranty:Whilethepublisherandauthor haveusedtheirbesteffortsinpreparingthisbook,theymakeno representationsorwarrantieswithrespecttotheaccuracyorcompleteness ofthecontentsofthisbookandspecificallydisclaimanyimpliedwarranties ofmerchantabilityorfitnessforaparticularpurpose.Nowarrantymaybe createdorextendedbysalesrepresentativesorwrittensalesmaterials.The adviceandstrategiescontainedhereinmaynotbesuitableforyour situation.Youshouldconsultwithaprofessionalwhereappropriate. Neitherthepublishernorauthorshallbeliableforanylossofprofitorany othercommercialdamages,includingbutnotlimitedtospecial,incidental, consequential,orotherdamages. Forgeneralinformationonourotherproductsandservicesorfortechnical support,pleasecontactourCustomerCareDepartmentwithinthe UnitedStatesat(800)762-2974,outside the UnitedStatesat(317)572- 3993orfax(317)572-4002. Wileyalsopublishesitsbooksinavarietyofelectronicformats.Somecon- tentthatappearsinprintmaynotbeavailableinelectronicbooks.Formore informationaboutWileyproducts,visitourwebsiteatwww.wiley.com. ISBN:978-0-470-17327-5 PrintedintheUnitedStatesofAmerica 10 9 8 7 6 5 4 3 2 1 Thisbookisdedicatedtomysons,RobertScott,Randy, andRyan.Theyhavetaughtmesomuchaboutmanaging andleadingandhaveprovidedmanyexamplesthatIhave sharedwithaudienceseverywhere.Theyarethemostim- portantpeopleintheworldtomeandIappreciatethem morethanwordscouldsay. Iloveyouguys!
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