The Art of Herding Cats and Remote Sales People

A Management Guide for Sales Managers

& Executives

by Russ Lombardo

(eBook)

Sales Training Book

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Only $9.99 for this eBook

As a sales manager, you are already faced with challenges in motivating your team, reaching quota, hiring and retaining winning sales professionals and generally managing through the day-to-day issues that are common to the sales environment. But when your sales team is no longer sitting down the hall from you and is geographically dispersed, then the real fun begins. A remote sales team presents a number of additional challenges that go beyond the expected sales management role.

These people are out of site, need to be motivated differently, have unique requirements and present a variety of new opportunities that you’ll need to be aware of and deal with. Otherwise, you’ll be burning through sales reps on a continual basis. It’s like herding cats, except sales reps don’t purr. But they can sometimes bite. So, if you’re a sales manager, or soon to become one, and will be managing remote sales people, then this eBook is for you.

Written by Russ Lombardo, with years of sales management experience building, motivating and leading successful remote sales teams at multiple companies, this eBook is full of practical, useful ideas that you can start using immediately. In this eBook, you will learn:

  • What you need to know about finding great remote sales people, treating them like part of the team, motivating them to excel and more
  • Top 10 Do’s & Don’ts for building and managing successful remote sales teams
  • How to manage remote sales people using proven techniques to train, coach and empower them to succeed
  • Best practices, sales processes, communication techniques and technology to get your remote team involved, engaged and inspired
  • How Customer Relationship Management (CRM) will help your remote sales people manage their sales processes and interactions, while giving you visibility into their activities, forecasts and client relationships

Print Length: 22 pages
Publisher: ExecSense (May 21, 2012)

Format: PDF

Only $9.99 for this eBook

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