The ABC's of Sales Management

Of all the varied responsibilities of a sales manager, coaching the direct report salespeople is the most important function to perform rigorously and routinely. This book focuses on all the practical tips for the coaching sales manager. It provides examples of real life management scenarios and offers suggestions for timely and beneficial resolutions. This is the second book of aThe ABC Seriesa from John Abel. The first book, The ABCas of Dynamic Selling, was published in 2004. Following the same easy-read format of the first book, sales management tips are set up alphabetically and provide quick learning points for both tenured and brand new sales managers. Unlike conventional self-help texts that tend to bore the reader, this book provides information that is interesting, relevant and fun. Sales management isnat for everyone, so the book provides insight to sales managers on how to identify and cultivate prospective new sales managers from existing salespeople. Businessmen and critics alike agree: this is a must-read for sales managers.