Seven Steps to Success for Sales Managers (Paperback)

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