The only reference you need to build a powerful sales force.
This comprehensive desktop manual is fully indexed and divided by tabs, so you can quickly and easily get the ideas and answers you want. You will have access to hundreds of actual techniques and methods used by top performance-proven sales managers-in a format that is easy to understand and use. Whether new in management or an experienced pro-it's the best investment a sales manager can make.

  • - Interviewing and Hiring the Right Salespeople
  • - Coaching and Motivating Your Sales Force
  • - How to Design a Winning Sales Compensation Plan
  • - How to Set Realistic Quotas
  • - Keeping Your Top Performers
  • - How to Accurately Forecast Sales
  • - Setting Your Strategy: Practical Sales Planning
  • - Monitoring Sales Effectiveness

    Now used in scores of Fortune 500 companies. Sales Managers, whether newly appointed or experienced, can have a powerful resource at their finger tips.

"It's a great reference for when I have new projects and need ideas on how to get started. It also has a lot of good basic information that I can keep going back to."
-- Regional Sales Manager, Cable Network Company

"It's complete. I like that it covers everything I need in one place."
-- Sales Manager, Electronics Manufacturing Firm

"The training section was especially helpful. I was able to combine that with other methods to come up with many new ideas."
-- Sales and Marketing Manager, Software Firm

"This is a great tool for building a complete sales management program. I've taken the parts I like best and integrated them into our own program."
-- Corporate Manager, Sales and Marketing Education, Paper Manufacturer

"It's a great training piece for someone just starting in sales management. All the basics are right there and it's easy to use."
-- Sales Manager, Auto Retail Dealer