The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits

Acknowledgments ix

About the Author xi

Introduction Congratulations on Your ‘‘Promotion’’ xiii

Chapter 1 Gnawing Your Way Out of the Sales Management Trap 1

Chapter 2 Fourteen Lessons You Won’t Have to Learn the Hard Way 19

Chapter 3 Stage 3 Tasks: Developing the People Who Develop Your Profits and Put Out Their Own Fires 65

Chapter 4 What’s Changed About Selling? 145

Chapter 5 Running Great Sales Meetings Every Time 173

Chapter 6 What Happens in Your Meeting in Vegas Stays in the Meeting Room 203

Index 227