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Summary: More "tools" than Home Depot
Review: Miller is right, "if you're going to fail...fail fast." I agree, in the early stages you have to establish a clear sales culture predicated upon success...this book should be every sales manager's handbook for success. As a Sales Director for a Fortune 50 company, I appreciate the tools we now have to manage "time and people." This book gives you all the tools to hire and maintain talented sales people, grow your top-line and eliminate those "C" reps. ProActive Sales Management is required reading for my sales managers!
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Summary: Miller nails this one...an MBA in Sales Management!
Review: Miller is right, "if you're going to fail...fail fast." I agree, in the early stages you have to establish a clear sales culture predicated upon success...this book should be every sales manager's handbook for success. As a Sales Director for a Fortune 50 company, I appreciate the tools we now have to manage "time and people." This book gives you all the tools to hire and maintain talented sales people, grow your top-line and eliminate those "C" reps. ProActive Sales Management is required reading for my sales managers!
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Summary: Good Basic Sales Management Fundamentals
Review: ProActive Sales Management takes a reactive sales manager and teaches them how to become ProActive. It provides basic guidelines to help sales managers focus on the most important things first. It also gives good specific examples to sales managers on what they should be doing and how they should be doing it. The book is a quick read and readily adaptable to any sales manager's situation.
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Summary: ProActive Sales Management was written by Sales Managers
Review: ProActive Sales Management was written from 3 perspectives. First, from my own sales management experience, which had its share of challenging yet successful times. Second, input was gathered from thousands of sales management executives, and their knowledge and insight has been captured in these pages. Finally, the practical, useful perspective. Yes, there is great theory in the book, but it is loaded with useful takeaways you can use right now. The goal of the book was to provide all levels of sales management usable tools to better get control of their job. There is too much reactivity in sales management, and it's time to be more proactive and get ahead of the issues and master them. The hundreds of sales management executives I have known and worked with have told me again and again the tools in ProActive Sales Management are useful and I should write a book. The students in the AMA Sales Management courses I have taught for 10+ years have told me the same thing. (AMA told me I am their #1 Sales Management instructor..go figure!) Here you go, so enjoy, use it, and please let me know what else I can do to help. Skip Miller
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Summary: Brilliant in its simplicity
Review: Read this book twice. It is brilliant in its simplicity, yet deep in content. Whether you are a veteran sales manager, or new to the world of driving revenue through others, you will be taking notes and developing action plans for your sales organization. ProActive Sales Management is the most effective, easy to implement structured approach I have seen yet. I would also buy this book for all your strong sales people. They'll gain valuable insight into what skills they need to succeed as an individual contributor, and you'll be developing your next manager as part of your succession plan. Jim Zahka, Vice President of Sales, Knowledge Impact, Inc.
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Summary: This is it!
Review: Sales Managers unite. It is time to really get down and dirty and really do the job we are meant to do...getting things done through others and create leverage. Miller gives us the tools in an easy to understand yet powerful format. How to take a players higher, how to measure success, how to make our job more effective, coaching, mentoring, motivation...it's all there. One of the best sales management tools I have ever read. I take the book with me on trips, and it is in hardback!
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Summary: Highly Recommended !
Review: This book by William "Skip" Miller, a sales veteran and experienced trainer of sales managers, provides a wealth of information and guidance. Experienced sales managers will find it useful and new sales managers will find it indispensable. Miller covers cultural change, goal setting, recruitment, hiring, firing and more. He pays plenty of attention to day-to-day management, albeit in the context of his "ProActive" sales management program. Use this short, expansive manual as a handbook. For example, when you need to recruit, hire or terminate someone, consult the appropriate chapter. The book is easy to read and full of common sense. We recommend it highly to its target audience: sales managers.
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Summary: Helpful Advice For Every Sales Manager
Review: This book is filled with practical approaches to every aspect of sales management - from hiring and developing great salespeople, to setting up effective comp plans. The author writes in a direct, no-nonsense style, and includes numerous examples and anecdotes to bring his points to life. I especially liked some of the simple formulas and tools the author suggests for putting his ideas to work. Every sales manager - from newly promoted to proven veteran - can benefit from reading this book.
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Summary: BUY IT !!!!
Review: This book is the sales manager's bible and is full of practical and innovative approaches to "managing" salespeople. I had the chance to meet Skip in one of his seminars and this book is the next best thing to seeing this guy in action!!!..........If you are striving to get your salespeople and yourself to the next level....this book is a MUST READ....
Rating:
Summary: BUY IT !!!!
Review: This book is the sales manager's bible and is full of practical and innovative approaches to "managing" salespeople. I had the chance to meet Skip in one of his seminars and this book is the next best thing to seeing this guy in action!!!..........If you are striving to get your salespeople and yourself to the next level....this book is a MUST READ....
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