Brian Tracy

Sales Management (The Brian Tracy Success Library)

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The job of the sales manager is to recruit, manage, and motivate a top team of high-performing sales professionals. This book shows you how to do it. World-renowned sales expert Brian Tracy has spent decades studying what sets the most successful sales managers and professionals apart from the rest-and now in this pocket-sized guide, he distills these simple but powerful strategies. Readers will discover the six key characteristics of a winning sales team and learn how to: Select and recruit sales champions * Start them off on the right foot * Establish clear objectives * Determine a sales plan * Inspire singleness of purpose * Demonstrate respect and appreciation * Motivate people with the right incentives * Boost their self-concept to boost revenue * Develop winners through continuous coaching and training * Brainstorm sales solutions * Measure results * Conduct game-changing performance reviews * Discipline effectively * De-hire poor performers *Lead by example A compact but essential resource, Sales Management will help readers increase the effectiveness of their sales force, improve their bottom line, and advance their own career and satisfaction in the process.
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116 printed pages
Original publication
Publication year
Have you already read it? How did you like it?


  • Nikolay Khokhlovshared an impression5 years ago
    👍Worth reading
    💡Learnt A Lot

    Short, on point

  • Vadim Liushared an impression7 years ago
    👍Worth reading

    Good read in general for management, not only sales


  • Yulia Ogorodnikovahas quoted5 years ago
    Zig Ziglar said, “If you will be hard on yourself, life will be easy on you. But if you insist on being easy on yourself, life is going to be very hard on you.”
  • Yulia Ogorodnikovahas quoted5 years ago
    There are seven key result areas in selling, plus one additional area:

    1. Prospecting
    2. Establishing rapport and trust
    3. Identifying needs accurately
    4. Presenting persuasively
    5. Answering objections effectively
    6. Closing the sale
    7. Getting resales and referrals
  • Yulia Ogorodnikovahas quoted5 years ago
    Dependence needs are satisfied when people feel that they are a part of something that is bigger than themselves. They are parts of a company or organization. They belong to it, and it belongs to them. This is why the more time you spend telling people what is going on in the company, and including them

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