Sales Management

[Willie5566]

I am in the running for a sales management job. I was wondering if anyone knows any good books on the subject. I have had the displeasure to mostly work for pompous assholes that think the best way to manage is by fear and persistent riding the sales force. Which I personally found to be demotivating and frustrating.

I am hoping there is another method. One that is more encouraging but still achieves the desired results. At the end of the day I realize you have to hit numbers but there has to. E a better way.

 

[Jose Rosario]

The Carrot principle and others in the series.

 

[Jose Rosario]

It will take time to convince others of the merit of this program. However, when properly implemented it is great for motivation and happiness at work. I worked for a company that started using the program and it really changed the culture of the company from competitive and negative, to team oriented and uplifting.

 

[Willie5566]

Excellent! I will definitely check it out. Thank you.