Fundamentals of sales management for the newly appointed sales manager / Matthew Schwartz.

Includes index.

1. Transitioning to sales management : new responsibilities and expectations -- Going from "selling" to "managing" -- Understanding the current sales culture -- Understanding who is on the current team -- The challenges of being on two teams at once -- Embracing change -- The big picture, short- and long-term -- What's next? -- 2. It's all about communication -- Listening skills -- The theory behind communication styles -- The origins of DISC theory -- The four-quadrant system -- How roles and situations affect your style -- Working with people with different styles -- Strategies for improving communications -- Running an effective meeting -- Presentation skills -- 3. Sales planning : setting the direction for the sales team -- Aligning the corporate strategy with the sales team -- Where sales fits in the corporate structure -- The customer-centric organization -- Marketing relationships to sales -- Creating a plan -- Characteristics of a good plan -- Continuous planning -- Assessing the business -- 4. Time management, territory planning, and sales forecasting -- Time management -- The art of delegating -- Sales territory planning.

5. Recruiting, interviewing, and hiring the very best -- Enhancing your current team -- Developing specific criteria for the selection process -- Optimal sources for recruiting -- The number one rule in recruiting : constantly recruit -- Ensuring a positive interview process -- The written offer -- Firing is inevitable -- 6. Building the environment for motivation : compensation plans, recognition, and rewards -- Classical motivation theory -- Sales compensation and incentives planning -- Benefits and the total compensation package -- Nonfinancial incentives, rewards and recognition -- 7. Training, coaching, and counseling : when and how to apply each -- Methods of training based on learning styles -- The core concepts of reinforcement -- The development of winners -- Coaching and counseling -- Goal-setting sessions -- 8. Stepping up to be a true leader -- The characteristics of a team -- Matching your team with your customer's team -- The evolution of a team -- Time to lead.