Sales management versus sales leadership -- Building an effective, performance-dedicated team -- Results-targeted interviewing and hiring -- Training your sales organization to produce superior results consistently -- How to run sales meetings that matter -- Motivating and counseling your sales force -- Handling terminations easier and better
Summary
This book looks at various methods for recruiting salespeople, from the traditional to the radical, and shows you how to make the smartest, most profitable hiring decisions for your team. It argues that sales managers should put more emphases on coaching
