Comprehensive and practical, this guide covers all aspects of the sales manager's role. With innovative ideas and written in a clear, practical style, it covers leadership, business planning, recruitment, sales models and tools, motivation, selling through dealers and channels. “Julian Clay knows what has made him successful and is able to transfer these skills to others.” Andrew Mills, Sales Dector, Portals
This comprehensive, practical guide covers all aspects of the sales manager’s role. With innovative ideas and written in a clear, practical style, this book covers:
Throughout, you will find an abundance of checklists, charts, do’s and don’ts, summaries and special tips. The ringbound format is easy to use and offers plenty of space for your additional notes.
‘Sales information, which will powerfully contribute to your company’s sales success.’
John Trumper, MD, James McNaughton Paper Group
‘It made us all rethink our approach to leadership and the whole question of sales management.’
John Formby, Training Manager, Conell Estate Agents
Mike Gale and Julian Clay are both successful consultants and speakers; areas of special interest and expertise include account management, forecasting and sales cycle analysis.