Welcome to Sales Management: The First 90 Days … and Beyond An Operating Guide for New Sales Managers

by Mark White

Insurance policies, earth moving equipment, chemicals, telecommunications, computer hardware, software, pharmaceuticals, office equipment, time-shares, security systems, real estate, e-commerce products and services, leasing, professional services, recruiting, financial services … the list of products and services marketed and sold by business to business companies seems endless. But all these companies have one thing in common … the need for sales managers who can lead, hire, train, drive the business, evaluate performance, and create an environment conducive for success. There are few more critical positions in any organization than sales managers. So much rides on the shoulders of these warriors. During the first three months on the job, it’s not uncommon to find new sales managers running in circles, making wrong turns and even getting lost. It can take three months just to get acclimated; three more to become semi-proficient; and longer yet to succeed … consistently. Success in sales management hinges on an ability to lead people and to manage process in an environment created, fostered and groomed by the sales manager. Welcome to Sales Management is written for prospective sales managers, newly appointed sales managers, sales managers with limited formal training, and senior management wanting its sales managers to succeed quickly. After finishing this book, the reader will know what to do, when to do it, and most importantly … how to do it. Managing sales representatives is not for everyone. But if you or someone in your company is a leader, someone who revels in finding talented people and convincing them to come to work for your company, in training and coaching rookies and veterans alike, in driving individuals to succeed by bringing out the best in each of them, and in recognizing excellence while stamping out mediocrity … Welcome to Sales Management is a must read.

244 pages, Paperback

First published May 24, 2004

About the author

Librarian Note: There is more than one author in the Goodreads database with this name. This profile may contain books from multiple authors of this name.

Other authors publishing under this name are:

Mark White
Mark White
Mark White, journalist, editor, teacher, field researcher
Mark White, comedy writer
Mark White, jazz guitarist, educator and session man

Reviews

[Lori Grant · Rating 4 out of 5]

A should-read book on sales and selling techniques for knowledge workers, managers, executives, and entrepreneurs.