Sales Management Review

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Sales Management ReviewCompanies of the old and new economies often suffer the same ailment: sales teams that don't produce. Writer Robert Calvin tells sales managers what they must do to cure this disease. Calvin's book ' which is as concise as an effective sales pitch ' gives you a thorough blueprint for building or rebuilding your sales team. The book is filled with questionnaires and lists, including a sample performance evaluation and a rundown on what not to say to a potential hire. Calvin argues that managers often neglect training, which alone should take up 40% of their time. We [...] highly recommend this potential Bible for sales managers, which makes it clear that you must be more critical of your sales force's achievements in areas such as prospecting, closing and even personal demeanor. A word of warning: Calvin is as ruthless as 'The Weakest Link' television show in asserting that poor performers must be eliminated' and he doesn't even wink.
Sales Management Overview

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