The First-Time Sales Manager: A Survival Guide (Self-Counsel Business Series)

Theodore Tyssen



Salespeople are self-determined, self-motivated, and self-reliant. Creating a high performance team out of independent-minded reps is challenge enough for an experienced manager, but if it s your first time in the boss s seat, the job can be overwhelming.Tyssen covers special considerations of managing a sales force, such as:
-- Hiring the right sales rep for the job
-- Designing sales territories that can be efficiently and effectively managed
-- Applying a personal touch even if your reps are a thousand miles away
-- Ensuring everyone on the team delivers a consistent image and message
-- Hosting sales conferences that will motivate and activate any sales force
-- Coaching your sales force to achieve win-win results

Using plenty of sample forms and worksheets, this guide will put any sales manager on track for success.

What will you learn from this book

  1. Transition from Salesperson to Manager: The book likely addresses the challenges associated with transitioning from a sales role to a management role, offering insights on how to navigate this shift successfully.

  2. Leadership Skills Development: First-time sales managers often need to develop leadership skills. The book may provide guidance on effective communication, team building, and motivating a sales team.

  3. Coaching and Mentoring: Successful sales management involves coaching and mentoring team members for improved performance. The book may offer strategies for developing the skills of individual team members.

  4. Setting Clear Expectations: Clear communication of expectations is crucial. The book might emphasize the importance of setting realistic and measurable goals for the sales team.

  5. Time Management: Sales managers often juggle multiple responsibilities. The book may provide insights into effective time management and prioritization to ensure productivity.

  6. Performance Metrics: Understanding and utilizing key performance indicators (KPIs) is likely a focal point. The book may guide new managers on measuring and analyzing team performance.

  7. Conflict Resolution: The ability to handle conflicts within the team is a vital skill for sales managers. The book may provide strategies for resolving conflicts and maintaining a positive team environment.

  8. Recruitment and Training: The book might offer advice on recruiting and training new sales team members, ensuring they align with the organization's goals and values.

  9. Adaptability: Sales environments can change rapidly. The book may stress the importance of adaptability, both in response to market changes and in managing a diverse sales team.

  10. Continuous Learning: The role of a sales manager is dynamic, and continuous learning is essential. The book may encourage new managers to seek ongoing education, stay informed about industry trends, and refine their leadership skills.

Language English
ISBN-10 0889087741
ISBN-13 9780889087743
No of pages 168
Font Size Medium
Book Publisher Self Counsel Press Inc
Published Date 01 May 1993

About Author

Author : Theodore Tyssen

1 Books

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