Here is one of the tips to give you a flavor of the contents of the book:
Tip #50: Beware of Failure to Impact Syndrome
Time and time again I see it. Sales reps going through their daily activities like robots. They have little impact on each call, but show up and expect the business. I call this “failure to impact syndrome.” It is contagious and can spread throughout an entire sales force. It works as long as the business grows. Everyone gets high fives and there is no need to dig any deeper.
But what happens when sales are off and senior management starts asking questions. Sales managers struggle to come up with the answers and reps get nervous.
The cure: Get out in the field and inspire your reps to be innovative. Just like a car you need to be behind the wheel to drive it.
About the author:
Steven Rosen, MBA is the CEO of STAR Results, and is a widely sought after executive sales coach, advisor and speaker. Steven is the author of 52 Sales Management Tips - The Sales Managers Success Guide.
Steven is passionate about assisting sales executives and managers to FOCUS on increasing sales and achieving STAR results in their personal and professional lives.T
he eBook 52 Sales Management Tips The Sales Managers Success Guide is available at Amazon.com. To find out more go to www.52SalesManagementTips.com