The Sales Manager’s Survival Guide by David A. Brock is a comprehensive tool for all sales managers, providing practical insights, strategies, and techniques to excel in the challenging world of sales management. The book focuses on the role of sales managers, their responsibilities, and how they can effectively lead their teams to achieve sales targets.
Sales Management Essentials
Sales management is not just about meeting sales targets, it’s about leading, coaching, recruiting, and developing a high-performance sales team.
It involves setting clear expectations, providing necessary resources, and constantly evaluating performance.
Sales Technology and Tools
Sales technology and tools can help improve sales efficiency and effectiveness.
They can help in managing customer relationships, tracking sales activities, and analyzing sales data.
Sales Training and Development
Sales training and development is crucial for improving sales skills and knowledge.
It involves providing ongoing training and development opportunities to the sales team.
Sales Compensation and Incentives
Sales compensation and incentives should be designed to motivate and reward high performance.
They should be aligned with business goals and should reflect individual and team performance.
