Description du livre
With "Sales Leadership", entrepreneur and best-selling author Andreas Buhr delivers a reference work that is comprehensive and at the same time focussed on the essential elements involved in professionally setting up and successfully leading sales organisations. Based on a careful market analysis, he offers a knowledgeable and practical approach to setting up and developing your sales operation, step by step, to achieve better long-term results.
From recruiting through onboarding, and from team development through controlling - Andreas Buhr asks the most important questions for each phase of sales leadership:
´What needs to be done in this phase?´, ´Why does this need to be done?´ and ´How specifically does this need to be done?´ Current leadership models are addressed in the process and include agile leadership and digital leadership. Numerous practical tips, checklists and forms provide valuable tools you can use right away.