When sales pros are consistently failing to achieve their annual sales targets-and more than 50% regularly do-it is the Sales Manager that executives look to for solutions. While the sales pros must own their own success or failure, it is the Sales Manager who must own the success or failure of the entire team. Managers must build an effective team as well as provide the right support, training, tools, and systems to help their sales pros meet both their individual sales targets and the team's goals. However, with the new digital marketplace emerging post-pandemic, managers must adopt a new approach. Filled with the type of tips and techniques that only a long, successful career as a sales manager could otherwise gain you, this book will teach you how to:

• Train Your Team on Buyer Personalities
• Optimizing Your Sales Force
• Employing Best Practices for Hiring and Firing
• Structuring Sales Compensations
• Using AI for Operations Optimization
• Supporting Your Team's Mental Health
• Incorporating Sales Leadership Techniques, and much more....

Above Quote Sales Management is filled with actionable, step-by-step guidance that will help sales managers get the best out of their teams. With the right training, support, and systems in place, any sales team can not just achieve but exceed their sales goals!

Foreword

Section 1: Overcoming the 50 Percent Failure Rate

1 Identifying the Causes of the Persistent Problem

The Effects of the Coronavirus on Selling

On the Positive Side

2 Solutions for the Sales Manager to Fix the 50 Percent Failure Rate

The Number One Mistake That Sales Pros Make!

The Easiest to Fix

Sales Managers Can Help Sales Pros Improve Their Listening Skills

3 Aligning Sales and Marketing in Your Company

The Benefits of Sales and Marketing Alignment

Now a Solution

Why Marketing Messages are Often Ineffective

Section 2: Advanced Sales Techniques

4 Preparing Your Team for Deal Pursuits

5 Tips and Techniques to Help Your Team Win More Sales

Refine Your Approach

Work With the Supreme Blocker

Identify the Buyer's Personality

What Are the "Tells" that Sales Pros Can Use as Clues

Reading the Room

6 Who Is Your Sales Pro Selling To?

Recognizing the Personality Types

AI Apps Can Search the Internet to Determine Personality Types

The Sixteen MBTI Types and How Sales Pros Can Sell to Them

Last Thoughts

8 Selling to Millennials

The Greatest Generation, Baby Boomers, and Generation X

The Millennials

Millennials and Technology

Millennials and Learning

Roles of Millennials in Purchasing Decisions

How to Sell to Millennials

How Your Sales Pro Can Be Great Without Being "Salesy"

9 Supporting Sales Pros to Close Sales

The Value of Call Debriefs

The Difficulty of a Sales Pro Letting Go of a Sales Opportunity

10 50 Tips for Negotiating a Favorable Contract

Section 3: How Sales Management Can Optimize Their Sales Forces

11 Staffing Your Sales Force to Success

Hiring the Best Qualified Candidates Is Critical

Your Priority Is to Build a High-Performing Sales Team

Effect of Employee Turnover on Sales Goals

Hiring and Firing Sales Pros: Best Practices

Can You Afford to Keep a "Cowboy?"

Promoting a Sales Pro to Sales Manager

The Importance of Operating in the Best Interests of Your Customers

12 Other Important Sales Organization Considerations

Sales Compensation

Deming and Commissions

How Many Sales Pros Should Report to a Sales Manager?

Can an Introvert Succeed in Sales?

Should You Specialize Your Sales Force?

The Perfect Sales Force Organization

Can a Trained Monkey Sell for Your Company?

13 Sales Enablement Tools and AI Will Make Sales Forces More Productive

Track Your Results!

Deploying Artificial Intelligence (AI) to Improve Your Sales Operations

Is AI Hype or a Giant Leap Forward?

14 Supporting a Sales Pro's Mental Health and Wellbeing

Workplace Stress

Eliminate Negativity in Your Life and Be More Successful

Sales Pro Be Wary

The Negative MO

To Accentuate the Positive, Eliminate the Negative

Supporting the Mental Health of Your Team

Special Issues for Women

What are the Dangers of Overcompensating?

If You Need Immediate Assistance with Mental Issues

15 Sales Leadership

What Style of Sales Manager Are You?

Motivate Your Sales Pros!

Sales Advice 258

Time Allocation

How to Handle Being a Player/Coach

Summary And Conclusion

Bibliography

Takeaways

Thank You

Endnotes