The Art of Modern Sales Management Driving Performance in a Connected World

Chapter 1: Producing Performance (Terrence Donahue)
Chapter 2: Coaching for Performance (Leonard Cochran)
Chapter 3: Improving the Sales Call (Leo Tilley)
Chapter 4: Managing the Sales Team Pipeline (Steve Gielda)
Chapter 5: Selling Across Cultures (Anup Soans and Joshua Soans)
Chapter 6: Managing Global Sales Teams (Claude Chadillon)
Chapter 7: The Sales Manager’s Role in Training (Sandy Stricker)
Chapter 8: Leveraging Your EQ for Sales Effectiveness (Lou Russell)
Chapter 9: The Hiring Dilemma: Advice for Sales Leaders (Joseph Anzalone)
Chapter 10: Strategic Storytelling for Sales Managers (Alfredo Castro)
Chapter 11: Social Media Marketing For Sales Managers (Glenn Raines)
Chapter 12: Successfully Leading Virtual Teams (Renie McClay)

Sales management has changed dramatically in the past decade. With increasing globalization and many companies adding more virtual workers, the task of managing these diverse sales teams has become increasingly complicated. In a connected and evolving world it is hard to offer a definitive guide, but this book strives to sketch out a blueprint for managing performance in a changing sales landscape. Each chapter is written by a sales professional and thought leader, many with experience as both a salesperson and as a sales manager. Learn from their experience and utilize the action plans at the end of each chapter to grow into a better leader for your team, whether they are down the hall or across the world.