This essential book, which speaks their language, will turn them into management pros. It teaches a proven method for managing the sales process as well as the salespeople. Packed with specific, field-tested techniques, PROACTIVE SALES MANAGEMENT shows sales managers how to:

* Regain control of their time * Create a proactive sales culture * Motivate a sales team * Manage to simple yet powerful metrics * Weed out failures quickly * Effectively coach and counsel up and down the sales organization * Measure not to revenue, but to the things that create revenue * Reduce reports to one sheet of paper and 10 minutes a week * Forecast more confidently * Manage the sales organization the way it should be managed.