About The Book

Consider the following:

• 55% of businesses will fail in 5 years.
• Of the original Fortune 500 companies listed in 1955, 87% are now gone from that list.
• In 2011, turnover in sales management exceeded 28% across all industries.
• 52% of VP’s of sales have indicated that they are dissatisfied with their sales managers
• 63% of sales managers have indicated that they are not satisfied with their current sales management jobs and are looking for new ones. 

 
These are the types of numbers that keep companies and sales managers up at night; and it doesn’t have to be this way. 

The Successful Sales Manager: A Sales Manager’s Handbook for Building Great Sales Performance is a new book published by industry veteran Dustin W Ruge. 

In the book, Dustin covers the critical aspects as to why so many sales organizations fail and how to successfully move from bad sales management performance to great sales leaders and results.

Topics in the book include:

WHAT MAKES A GREAT SALES MANAGER

                Top 5 Qualities of a Great Sales Manager

                Hiring Sales Managers from Sales People

HIRING TOP SALES TALENT

                The Top 6 Characteristics of a Great Salesperson

                Using LinkedIn for Hiring

                Interview Questions & Processes

                Most people ARE NOT Great Sales People

                Leverage Outside Sales Recruiters

                Keep & Maintain a Sales Talent Scorecard

                Great Comp Plans Attract Great Sales People

SELLING TO THE “WHY”

                Sell Me This Pen

SELLING TO THE “RIGHT” CUSTOMERS

                Create a Target Client Profile     

    Focus on Customers That Will Help You Sell

                Focus on Promoter Retention & Defections

USING EFFECTIVE COMMUNICATIONS

BUILDING SUCCESSFUL SALES HABITS

                Set Daily, Weekly, Monthly, Quarterly & Annual Goals

                Create a Successful and Repeatable Sales Strategy & Plan

                Utilize Effective Time Management

                Focus On Best Sales Practices & Productivity

                Create and Execute With a Repeatable Sales Process

TRAINING FOR SALES SUCCESS

                Teach Your People How To Sell Themselves First

    Build a Sales Support Website / Blog

                Reward Results With Advanced Training – Invest In Your Top People

                Teach Through Situational Learning

                Sales Training Should Never End

                Learning through Reflection

MOTIVATING THROUGH GOALS

                Build Competitive Motivation

                Build & Reinforce Positives and Accomplishments

                ALL Goals Should Be Written & Clearly Defined

                All Goals Must Be Mutually Agreed To

SALES MANAGEMENT VERSUS LEADERSHIP

                Sales Leaders Lead By Example

    Macro Versus Micro Management

                Building Team Dynamics

                Sales Meetings – Make Them Useful & Effective

PREDICTING SALES – FORECASTING VERSUS PIPELINE

                6 Steps to Better Predicting Sales

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