The Sales Manager's Guide to Developing A Winning Sales Team

Gerhard Gschwandtner

May 2007 · McGraw Hill Professional

About this ebook

Cultivating a winning sales team just got easier for sales managers, thanks to this practical, hands-on guide. It's a tested system managers can use to guide their salespeople on the road to continual improvement.

• Part I is written in workbook format, providing a six-step method for evaluating team member strengths and weaknesses and making performance evaluations more proactive; this section features specific tools for achieving continuous improvement, such as setting benchmarks and offering incentives
• Part II explains the essentials-including prospecting, presentations, cold calling, and more-that managers can share with team members to help them develop crucial team knowledge, skills, and motivation

Ratings and reviews

Good book. I will use the method

About the author

Gerhard Gschwandtner has more than three decades of international sales and marketing experience. He is the founder and publisher of Selling Power, the world's leading sales magazine.

For more books in the Selling Power Success library and information on the magazine, visit SellingPower.com.