{"product_id":"seven-steps-to-success-for-max-cates-9780135116319","title":"Seven Steps to Success for Sales Managers","description":"Master today's breakthrough strategy for developing and sustaining high-performance sales teams! Long-time sales team leader Max Cates shows how to go far beyond \"old school,\" \"command and control\" sales management, unleashing the full power and energy of your salespeople through a participatory management approach that works. Drawing on 36+ years of sales and sales management experience, Cates presents proven tactics for:  \u003cul\u003e \u003cli\u003e Developing your own mental toughness, emotional intelligence, strategic thinking, and promotability \u003c\/li\u003e \u003cli\u003e Becoming a true servant leader in sales: providing the right structure, challenges, respect, involvement, and support \u003c\/li\u003e \u003cli\u003e Hiring more effective and productive salespeople - including expert tips for interviewing, recruiting, reading body language, using data, and choosing amongst candidates \u003c\/li\u003e \u003cli\u003e Building winning teams that meet sales objectives and delight customers \u003c\/li\u003e \u003cli\u003e Empowering sales reps and teams in decision-making that increases sales productivity \u003c\/li\u003e \u003cli\u003e Measuring individual and team performance towards objectives \u003c\/li\u003e \u003cli\u003e Keeping people on target without micro-managing them \u003c\/li\u003e \u003cli\u003e Promoting team growth and continual improvement \u003c\/li\u003e \u003cli\u003e Leveraging Six Sigma and the Deming Cycle to sustain success, morale, and performance \u003c\/li\u003e \u003cli\u003e And much more \u003c\/li\u003e \u003c\/ul\u003e \u003cb\u003e\u003ci\u003e \u003c\/i\u003e\u003c\/b\u003e \u003ci\u003e\u003c\/i\u003e \u003ci\u003e\u003cb\u003eSeven Steps to Success for Sales Managers\u003c\/b\u003e\u003c\/i\u003e presents proven sales management tactics in a \"bulletized\" format that's easy to read - \u003ci\u003eand just as easy to use\u003c\/i\u003e. Cates combines decades of in-the-trenches experience with cutting-edge research on the latest sales trends and tactics. Whether you're a working sales manager, VP of sales, account team leader, executive MBA program participant, or aspiring sales manager, this guide will help you build an outstanding team, empower it, and lead it to sustained success.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Max Cates\u003cbr\u003e\u003cb\u003eISBN-10:\u003c\/b\u003e 0135116317\u003cbr\u003e\u003cb\u003eISBN-13:\u003c\/b\u003e 9780135116319\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Pearson FT Press\u003cbr\u003e\u003cb\u003eLanguage:\u003c\/b\u003e English\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 01\/18\/2018\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 320\u003cbr\u003e\u003cb\u003eFormat:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 0.95lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 8.90h x 5.90w x 0.70d","brand":"Max Cates","offers":[{"title":"Paperback","offer_id":47199829557503,"sku":"9780135116319","price":36.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0662\/2982\/9887\/files\/img_4fbb33f6-77f1-414c-8b6f-aa0fe63aad7a.jpg?v=1756785324","url":"https:\/\/www.whiterainbookhouse.com\/products\/seven-steps-to-success-for-max-cates-9780135116319","provider":"WR Book House","version":"1.0","type":"link"}