Strategic Sales Leadership
Subtitle: Breakthrough Thinking for Breakthrough Results
By: The Sales Educators.
Contributors: Sales Educators.
Publisher: Thomson
Published: 2006
Place of publication: Mason, Ohio
Language: eng
Number of pages: 272
Subjects: Sales management; Selling
Description: "While there are numerous cookbook approaches to sales management, very little is available on training sales leaders and managers how to think strategically and how to operate their sales teams for truly optimal results - until now. Drawing from the experiences and research of The Sales Educators' team of sales powerhouses, Strategic Sales Leadership: BREAKthrough Thinking for BREAKthrough Results delivers an action-oriented approach to improving sales organization results. Succinct and accessible, the BREAKthrough book guides sales executives through their "BREAK" process of candidly assessing their existing situation and identifying critical issues and critical actions. It also integrates relevant sales research and best practices from the illustrious author team.

Ultimately, the book equips sales executives with the tools to develop an effective action plan to achieve BREAKthrough results in their sales organization."--Jacket.
Notes: Includes bibliographical references and index.
Table of contents: title: Revolution in sales management; title: Developing an entrepreneurial sales organization; title: Achieving peak sales organization performance; title: Developing customer relationship strategies; title: Leveraging strategic account strategies; title: Designing strategic sales compensation systems; title: Getting and keeping the best sales talent; title: Encouraging sales organization teamwork.