Overview

Traditional ways of motivating a sales force have included money, incentives, contests and even turnover (regardless of performance). While it's true being a sales professional is not for everyone, there is a way to identify, build and retain a top-notch motivated sales force. The trick is to build and keep a sales team that delivers sustainable results. The insights included in this book are designed to shift your thinking about traditional ways of motivating sales professionals you manage. It categorises key sales-motivating management skills, tools and techniques while incorporating the art and science of sales management, leadership and the human dynamic. In this book you'll learn: * Coaching and Development * Sales force Processes and Systems * Keys to Sales force Leadership * Reward, Recognition and Incentives Sales managers that learn, know and implement a next-in-class approach to motivating their sales professionals will reap high rewards and beat their competition.

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9781601630490

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Frank R. Horvath, MBA, is a sales leadership professional, management consultant and a certified skill and competency analyst with more than 20 years of experience. Julie A Vincent has practised public relations for 25 years.

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