"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"
