Fundamentals of Sales Management for the Newly Appointed Sales Manager Book

Fundamentals of Sales Management for the Newly Appointed Sales Manager Book This practical guide helps new sales managers transition from individual contributor roles to effective leaders of sales teams. Matthew Schwartz addresses the core challenges and skills essential for first-time sales managers, offering a clear framework to build confidence and capability in managing both people and processes. Overview and Key Topics Transition to Management Schwartz begins by addressing the shift from salesperson to sales manager, which involves a new mindset and skill set. While salespeople focus on their individual targets, managers must take on a broader perspective, thinking about team performance, strategy, and operational efficiency. Goal Setting and Sales Planning New sales managers need to understand the importance of establishing clear goals for their teams. Schwartz guides readers on setting realistic, challenging sales targets and developing sales plans that align with company objectives. This section covers how to build strategic plans, forecast sales, and manage resources effectively.