|
5 Fundamentals Sales Manager Book |
|
|
 |
Latest NAW Book Available for Preordering Now! IRCG Partners Tim Horan and Steve Deist have created the bible for sales managers in distribution. Titled The 5 Fundamentals for the Wholesale Distribution Sales Manager, this book covers all the bases of a vital, but long neglected subject. It reveals the secrets of successful sales management, based on IRCG’s extensive experience with hundreds of wholesale distributors and manufacturers.
“There are few positions in management that are more challenging than the distributor sales manager. Sales reps, bosses, customers, and suppliers are all pulling in different directions. 5 Fundamentals for the Wholesale Distribution Sales Manager sorts these out, so that the sales manager can focus on what is really important—improving sales performance.”
—Chip Hornsby, Group Chief Executive, Wolseley PLC
The 5 Fundamentals focuses on practical but powerful skills that sales managers can apply immediately. It includes essential theories, key concepts, and real-world stories taken from the font lines of wholesale distribution. Readers will get a deep understanding of each of the five fundamentals:
|
 |
Assessing and developing managers’ coaching and management skills. Sales managers are often top-performing sales reps, thrown into this critical new position with little guidance or training. Fortunately, good sales managers are made, not born, and this chapter shows how managers can develop their own capabilities along with those of their direct reports. |
|
Recognizing talent and selecting the right people. Assembling the right team is the most important part of sales management. In this chapter we show the specifics how of top performers identify, groom and position talent. |
|
Managing the sales function successfully and systematically. Sales may be an art, but sales management is a science. There are proven tools and processes for successfully managing a sales team. These best practices include performance scorecards, pipeline management, account targeting and call budgeting. |
|
Knowing how to build a high-performing team. Sales reps can no longer operate in a vacuum. Success in today’s world requires a coordinated strategy, with everyone working in alignment. This chapter covers topics such as motivation, team building, discipline and pruning. |
|
Maintaining thriving relationships with customers and suppliers. Sales managers have a strategic role to play with both customers and suppliers. They are in the best position to make sure that the company is doing the right things, not just doing things right. This chapter shows how world class companies achieve true competitive advantage through sales management. |
The book is published by the National Association of Wholesale-Distributors (Click here to order the book on NAW's web site).
Click here to view NAW's press release for the 5 Fundamentals for the Wholesale Distribution Sales Manager.
|
