Building on the concrete advice and practical, powerful strategies revealed in its predecessor, More Pro Active Sales Management provides harried sales managers with a proven method for managing the sales process and their people. Packed with specific, field-tested techniques, this helpful guide focuses on the five primary areas in which mistakes occur: internal team decisions, upward decisions, sales decisions, infrastructure decisions, and decisions regarding the manager himself. Readers will learn how to: regain control of their time * create a proactive sales culture * motivate a sales team * use simple yet powerful metrics * weed out failures quickly * coach and counsel up and down the sales organization * reduce reports to one sheet of paper and 10 minutes a week * forecast more confidently. This book shows sales managers at every level how to manage for great results!