Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits

"Key skills to make sales managers better developers of salespeople. Get out of the firefighting business and into the business of developing the people who develop your profits. Successful salespeople rightfully become sales managers because of superior sales records. Yet too often these sales stars get stuck doing their old sales job while also trying to juggle their manager role, and too often companies neglect to train their sales managers how to excel as managers. That's the "sales management trap," and it's exactly what The Accidental Sales Manager addresses and solves. Full of helpful steps you can apply immediately--whether you're training a sales manager, or are one yourself--this practical guide reveals step-by-step methods sales managers canuse to both learn their jobs and lead their teams. Get tactics to stop burning time and exhausting yourself, while taking effective actions to use time better as a leader. Discover how to integrate learning into leading and make sales meetings an active conversation on what works and what doesn't. Author has a previous bestseller, The Accidental Salesperson. Don't get caught in the "sales management trap" or, if you're in it, get the tools you need to escape it. Get The Accidental Sales Manager and lead your team to do what you do best: make sales, drive profits, and get winning results"--
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Sales managers play the most significant role in the development and success of their salespeople. Too often, they are promoted because of their true sales skills but get trapped doing their old sales job while trying to do their new manager job. These sales managers are the forgotten rookies. They get the least amount of training of any employee in a company and their success in selling doesn’t always translate into success in sales management. The Accidental Sales Manager explains the “Sales Management Trap” which focuses the manager on doing the things in Stages Three and Four instead of getting trapped in Stages One and Two that burns time and exhausts them. Chris Lytle believes learning is something that the salesperson must actively participate in. The Accidental Sales Manager will teach managers how they can apply learning to their industry and marketplace. For example, instead of standing at the end of the conference table talking, the sales manager poses questions and involves the salespeople in a high level conversation about what works and doesn’t work. Sales managers will learn other helpful steps in these The Accidental Sales Manager chapters: Step 1: What Happens In Vegas Stays In Vegas Step 2: One Good Idea Is Not Enough. But One Good Idea Is About All Anyone Can Execute Step 3: In This Sped Up World, The Only Way For Learning To Get Traction Is To Slow Down Step 4: Socrates Was Right, But You Never Met Him Step 5: What’s Wrong With Internet Learning Today?