Effective Field Sales Management Book

Effective Field Sales Management is a comprehensive behaviorally-based manual for performance planning, feedback, coaching, appraisal and development planning, written specifically for collaborative use by First-level Sales Managers and the Managers to whom they report. The Manual: 1. Contains a comprehensive and integrated set of 7 job standards, 26 competencies and 6 personal attributes that contribute to success as a First-level Sales Manager. 2. Describes, in behavioral terms, 78 Performance Issues associated with the standards, competencies and attributes, and provides numerous proven practical solutions. Working with the Effective Field Sales Management manual, First-level Sales Managers and their Managers will quickly access practical information to: 1. Mutually establish clear performance standards and expectations. 2. Quickly identify performance issues and development actions. 3. Formulate development plans. 4. Set performance and progress measurements. 5. Remedy problem performance; enhance quality performance. 6. Improve outcomes and results by competency development.Read More