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Master today’s breakthrough strategy for developing and sustaining high-performance sales teams! Long-time sales team leader Max Cates shows how to go far beyond "old school," "command and control" sales management, unleashing the full power and energy of your salespeople through a participatory management approach that works. Drawing on 36+ years of sales and sales management experience, Cates presents proven tactics for:
Seven Steps to Success for Sales Managers presents proven sales management tactics in a "bulletized" format that’s easy to read – and just as easy to use. Cates combines decades of in-the-trenches experience with cutting-edge research on the latest sales trends and tactics. Whether you’re a working sales manager, VP of sales, account team leader, executive MBA program participant, or aspiring sales manager, this guide will help you build an outstanding team, empower it, and lead it to sustained success.
Chapter 1 First Step: Manage Yourself 9
Chapter 2 Second Step: High-Performance Teams Begin with Hiring 69
Chapter 3 Third Step: Building a Winning Team 121
Chapter 4 Fourth Step: Becoming a Successful Servant Leader 213
Chapter 5 Fifth Step: Sales Empowerment, Beginning with Ownership 229
Chapter 6 Sixth Step: Success Through Performance Measurement 257
Chapter 7 Seventh Step: Continuous Improvement, Maintaining Success 277