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Proper management of the sales department is the key to the commercial success of any organization. HR guru Svetlana Ivanova talks about the full cycle of working with a sales team: from forming a clear idea of who is needed in the department and selecting the best candidates to managing, motivating, developing and correcting problem behavior of employees. Everything in this book is extremely practical: the necessary minimum of theory and many tasks, exercises and cases that will help you in your work. A new typology is also described here, which is based on key personality traits. You will le...
Proper management of the sales department is the key to the commercial success of any organization. HR guru Svetlana Ivanova talks about the full cycle of working with a sales team: from forming a clear idea of who is needed in the department and selecting the best candidates to managing, motivating, developing and correcting problem behavior of employees. Everything in this book is extremely practical: the necessary minimum of theory and many tasks, exercises and cases that will help you in your work. A new typology is also described here, which is based on key personality traits. You will learn who is best suited for the role of a salesperson and how to work with employees who at first glance are not very suitable for sales work. Implement Svetlana's methodology, and all your employees will sell successfully.
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