Managing for Sales Results: A Fast-Action Guide for Finding, Coaching, and Leading Salespeople

224 Pages·2007·0.9 MB·English

by  Ron Marks

MANAGING
for SALES
RESULTS
A Fast-Action Guide for Finding,
Coaching, and Leading
Salespeople
RON MARKS
John Wiley & Sons, Inc.

PraiseforManagingforSalesResults
‘‘IhaveknownRonMarksformanyyears.Hehasareputationasa
strong leader and has withstood the test of time in an industry
wheremanagerscomeandgoliketheseasons.ManagingforSales
Results is an essential work for anyone who manages salespeople,
written by someone who continues to successfully manage sales
teams.Thisisamust-read.’’
---JimRohn,authorofTheTwelvePillarsand
FiveMajorPiecesoftheLifePuzzle
‘‘Yourabilitytoselect,manage,andmotivateaworld-classteamof
sales professionals is central to your success. This book contains
the key methods and techniques to put your career on the fast
track.’’
---BrianTracy,authorofBeaSalesSuperstar
‘‘IamsurethatsalesleadersallovertheworldwilluseManagingfor
SalesResultsasaresourcetogrowtheirteamandtheirsales.’’
---Gerhard Gschwandtner, founder andpub-
lisherofSellingPower
‘‘In sales, we are presenting every day, every hour, every minute.
Learn from a master, as Marks provides the answers for building
andnurturingasalesteamforacceleratedsuccess.’’
---Tony Jeary, author of Life is a Series of
Presentations
‘‘Markshitsthebull’s-eyewiththisoutstandingsalesmanagement
book. His valuablemessage and techniques are right on targetfor
anyonewhowants to buildahigh-performance sales team. Ihave
seenthesetechniquesinpractice,andtheywork!’’
---Don Jones, Vice President-General Mana-
ger, Champion Window Manufacturing,
Cincinnati,Ohio
‘‘Ihavereadanumberofbooksonmanagement,andafterreading
ManagingforSalesResults,Irealizethisisagreatbookthatshows
howtoconnectwithpeopleatanewlevel.Itisapartfromtheothers
initspracticalapproachtosalesmanagement.’’
---Charles Kingsbaker, Regional Director,
Sales and Marketing, TroonGolf, Scotts-
dale,Arizona
‘‘There are many speakers and authors who will tell you how to
successfully manage a sales force, but how many of them have
accomplished that feat for over twenty years? Marks has earned
the right to share with youhiswisdom,insight, and experience to
saveyoutime,money,andfrustration.’’
---Colette Carlson, MA, professional speaker
and author, Colette Carlson Communica-
tions,www.speakyourtruth.com
‘‘Ihavereadmanybooksthatendwithaninvitationtocontactthe
author;neverhaveIdonesoorevenfelttheslightesturge ...until
now. Managing for Sales Results was different, and I just had to
write to thank you. I read it fromcover to cover twice, took notes,
markedpages,signedupforSellingPower,etc.,etc.Selfishly,Iwas
thinkingyouwrotethebookjustfor me.Sellinghasbeenmypas-
sion(orIshouldsay,peoplehavebeenmypassion)formanyyears.
Inowfindmyselfpromotedtothesalesleaderrole,andmanyofthe
ideas,thoughts,feelings,andsuggestionsinyourbookIhavelong
embraced and wished could happen. . . . I now have the opportu-
nitytoleadateamwithpurpose,excitement,andvision.’’
---SusanMacdonald
‘‘Don’twasteyourtimestudyingothermanagementbooks!Manag-
ingforSalesResultsprovideduswiththecorestrategiesoursales
managersneededtobesuccessful.Marks’sbookprovidedoursales
managers withproventools and strategies to hone theircraft. His
interactive case studies truly challenge you to demonstrate what
you’ve learned. I can think of no other book that addresses both
salesleadershipandsalesmanagementactivitiesinsuchasimple
andcompletemanner.’’
---Kerry Robb, Manager, Training and Devel-
opment, Lockheed Federal Credit Union,
Burbank,California
MANAGING
forSALES
RESULTS

MANAGING
for SALES
RESULTS
A Fast-Action Guide for Finding,
Coaching, and Leading
Salespeople
RON MARKS
John Wiley & Sons, Inc.
Copyright#2008byRonMarks.Allrightsreserved
PublishedbyJohnWiley&Sons,Inc.,Hoboken,NewJersey
PublishedsimultaneouslyinCanada
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ISBN:978-0-470-17327-5
PrintedintheUnitedStatesofAmerica
10 9 8 7 6 5 4 3 2 1
Thisbookisdedicatedtomysons,RobertScott,Randy,
andRyan.Theyhavetaughtmesomuchaboutmanaging
andleadingandhaveprovidedmanyexamplesthatIhave
sharedwithaudienceseverywhere.Theyarethemostim-
portantpeopleintheworldtomeandIappreciatethem
morethanwordscouldsay.
Iloveyouguys!