Salespeople are self-determined, self-motivated, and self-reliant. Creating a high performance team out of independent-minded reps is challenge enough for an experienced manager, but if it s your first time in the boss s seat, the job can be overwhelming.
Tyssen covers special considerations of managing a sales force, such as:
-- Hiring the right sales rep for the job
-- Designing sales territories that can be efficiently and effectively managed
-- Applying a personal touch even if your reps are a thousand miles away
-- Ensuring everyone on the team delivers a consistent image and message
-- Hosting sales conferences that will motivate and activate any sales force
-- Coaching your sales force to achieve win-win results
Using plenty of sample forms and worksheets, this guide will put any sales manager on track for success.