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The job of the sales manager is to recruit, manage, and motivate a top team of high-performing sales professionals. This book shows you how to do it. World-renowned sales expert Brian Tracy has spent decades studying what sets the most successful sales managers and professionals apart from the rest–and now in this pocket-sized guide, he distills these simple but powerful strategies. Readers will discover the six key characteristics of a winning sales team and learn how to: • Select and recruit sales champions • Start them off on the right foot • Establish clear objectives • Determine a sales plan • Inspire singleness of purpose • Demonstrate respect and appreciation • Motivate people with the right incentives • Boost their self-concept to boost revenue • Develop winners through continuous coaching and training • Brainstorm sales solutions • Measure results • Discipline effectively • De-hire poor performers • Lead by example A compact but essential resource, Sales Management will help readers increase the effectiveness of their sales force, improve their bottom line, and advance their own career and satisfaction in the process.