The New Sales Manager: Challenges for the 21st Century by Walter Vieira is a comprehensive guide that offers innovative solutions to the challenges faced by sales managers in the modern business environment. The book combines practical advice with theoretical concepts to provide a roadmap for successful sales management.
Sales Management Evolution
Sales management has evolved from merely pushing products to understanding customer needs.
Today’s successful sales managers are customer-centric, focusing on building relationships and delivering value.
Motivating the Sales Team
Motivation is a key driver of sales performance.
Sales managers should use a mix of intrinsic and extrinsic rewards to keep their teams motivated and engaged.
Strategic Planning
Strategic planning is crucial for long-term success.
It involves setting clear objectives, identifying opportunities and threats, and developing strategies to achieve the objectives.
Collaborative Selling
Collaborative selling involves working closely with customers to create solutions that meet their needs.
It builds trust, strengthens relationships, and leads to higher customer satisfaction.
