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

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 can use 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.

ISBN-13: 9780470941645

Media Type: Hardcover

Publisher: Wiley

Publication Date: 05-03-2011

Pages: 256

Product Dimensions: 6.20(w) x 9.00(h) x 0.80(d)

CHRIS LYTLE is the President/Product Developer at Sparque, Inc. He has conducted more than 2,100 live seminars worldwide. Now he delivers his sales advice in easily digestible knowledge bites on his website, Fuel. His automatic sales improvement process revolutionizes the way sales managers develop the people who grow their profits. He is the author of The Accidental Salesperson. Learn more at sparquefuel.com

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Table of Contents

About the Author xi

Introduction Congratulations on Your ‘‘Promotion’’ xiii

Chapter 1 Gnawing Your Way Out of the Sales Management Trap 1

Chapter 2 Fourteen Lessons You Won’t Have to Learn the Hard Way 19

Chapter 3 Stage 3 Tasks: Developing the People Who Develop Your Profits and Put Out Their Own Fires 65

Chapter 4 What’s Changed About Selling? 145

Chapter 5 Running Great Sales Meetings Every Time 173

Chapter 6 What Happens in Your Meeting in Vegas Stays in the Meeting Room 203

Index 227