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Seven Steps to Success for Sales Managers (Paperback)

Max F. Cates

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Overview

Description

Seven Steps to Success for Sales Managers gives you a breakthrough strategy for developing and sustaining high-performance sales teams.

Long-time sales team leader Max Cates shows how Total Quality Management (TQM) practices can significantly improve sales productivity. Going far beyond “old school,” “command and control” sales management, Cates helps you unleash 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:

Developing your own mental toughness, emotional intelligence, strategic thinking, and promotability
Hiring more effective and productive salespeople – including expert tips for interviewing, recruiting, reading body language, using data, and choosing amongst candidates
Building winning teams that meet sales objectives and delight customers
Becoming a true servant leader in a sales environment
Empowering sales reps and teams in decision-making that increases sales productivity
Measuring individual and team performance towards objectives
Keeping people on target without micro-managing them
Promoting team growth and continual improvement
Leveraging Six Sigma and the Deming Cycle to sustain success, morale, and performance
And much more

Features

Build and lead an outstanding sales team: hire the best people, and empower them

Breakthrough sales management tactics — in a “bulletized” format that’s easy to read and use
Develop yourself as a sales manager: build mental toughness, emotional intelligence, strategic thinking, and promotability
Become a true servant leader in sales: provide the right structure, challenges, respect, involvement, and support
Measure individual and team performance, promote continual improvement, and sustain high-performance selling
Reflects recent university research findings on crucial trends in sales management
Packed with realistic examples drawn from the author’s 36 years of experience in the trenches as a salesperson and sales manager

Introduction     1
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
Conclusion     289
References     293
Index     303

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Digital

book cover — Seven Steps to Success for Sales Managers: A Strategic Guide to Creating a Winning Sales Team Through Collaboration

Cates

©2015 | Pearson FT Press

Format	ePub
ISBN-13:	9780134211213
Online purchase price	$36.99	Students, buy or rent this eText
Availability	Live

Paper

Format	Paper
ISBN-13:	9780135116319
Suggested retail price	$36.99
Availability	Available

About the Author(s)

Max Cates received a bachelor of science from Missouri State University and a master of arts from the University of Missouri School of Journalism. He began his professional career with United Telecommunications (America’s third-largest telecommunications company at the time) as Advertising Coordinator. After three years, he joined AT&T and served for 10 years in progressively responsible corporate leadership positions in advertising, corporate communications, and marketing management.

Cates’s next leadership position was with Associated Electric Cooperative, a $2 billion electric power utility. After two promotions there, he became the youngest Division Director in its history, reporting to the CEO. His responsibilities included leading marketing, advertising, and corporate communications, as well as directing consumer sales strategy. During his tenure at Associated, he also completed Executive Development at the Wharton School of Business, University of Pennsylvania.

After 11 years with Associated and a number of national awards, Cates returned to AT&T, serving in sales and sales management positions, progressing from Internet Sales Manager to Telemarketing Sales Manager, to Area Sales Manager. Following an award-winning career with AT&T, which included the prestigious CEO Club Award, Cates joined Access Media, where he managed the sales force. He also served as a sales management professor at Webster University.

Relevant Courses

Sales Management (Marketing)