Table of Contents

"Chapter 1. Transitioning to Sales Management: New Responsibilities

and Expectations

Going from ""Selling"" to ""Managing""

Understanding the Current Sales Culture

Understanding Who Is on the Current Team

The Challenges of Being on Two Teams at Once

Embracing Change

The Big Picture --- Short and Long Term

What’s Next?

Chapter 2. It’s All About Communication

Listening Skills

The Theory Behind Communication Styles

The Origins of DISC Theory

The Four-Quadrant System

How Roles and Situations Affect Your Style

Working with People with Different Styles

Strategies for Improving Communications

Running an Effective Meeting

Presentation Skills

Chapter 3. Sales Planning: Setting the Direction for the Sales Team

Aligning the Corporate Strategy with the Sales Team

Where Sales Fits in the Corporate Structure

The Customer-Centric Organization

Marketing’s Relationship to Sales

Creating a Plan

Characteristics of a Good Plan

Continuous Planning

Assessing the Business

Chapter 4. Time Management, Territory Planning, and Sales Forecasting

Time Management

The Art of Delegating

Sales Territory Planning

Dividing Up the Territory

Chapter 5. Recruiting, Interviewing, and Hiring the Very Best

Enhancing Your Current Team

Developing Specific Criteria for the Selection Process

Optimal Sources for Recruiting

The Number One Rule in Recruiting: Constantly Recruit

Ensuring a Positive Interview Process

The Written Offer

Firing Is Inevitable

Chapter 6. Building the Environment for Motivation: Compensation

Plans, Recognition, and Rewards

Classical Motivation Theory

Benefits and the Total Compensation Package

Nonfinancial Incentives - Rewards and Recognition

Chapter 7. Training, Coaching, and Counseling: When and How to

Apply Each

Methods of Training Based on Learning Styles

The Core Concepts of Reinforcement

The Development of Winners

Goal-Setting Sessions

Coaching and Counseling

Chapter 8. Stepping Up to Be a True Leader

The Characteristics of a Team

Matching Your Team with the Customer’s Team

The Evolution of a Team

Time to Lead

Index"

About the Author

Matthew Schwartz is a practice consultant in sales for the American Management Association. He has been quoted in publications including Forbes, CBC Marketwatch and Sales and Marketing Management magazine.