Includes practical tips and business-examples gleaned from years of experience in sales with Colgate, Upjohn, and Ayerst and from the author's sales consulting

This invaluable resource helps you understand what it takes to be a great sales manager, allowing you to avoid many of the common first-time sales management mi

Search engines and social media have changed how prospecting pipelines for salespeople are built today, but the vitality of the pipeline itself has not. The key