Title Page -- Copyright Page -- Contents -- Acknowledgments -- Chapter 1. Transitioning to Sales Management: New Responsibilities and Expectations -- Going from "Selling" to "Managing" -- Understanding the Current Sales Culture -- Understanding who is on the Current Team -- The Challenges of Being on Two Teams at Once -- Embracing Change -- The Big Picture-Short- and Long-Term -- What's Next? -- Chapter 2. It's All about Communication -- Listening Skills -- The Theory behind Communication Styles -- The Origins of DISC Theory -- The Four-Quadrant System -- How Roles and Situations Affect Your Style -- Working with People with Different Styles -- Strategies for Improving Communications -- Running an Effective Meeting -- Presentation Skills -- Chapter 3. Sales Planning: Setting the Direction for the Sales Team -- Aligning the Corporate Strategy with the Sales Team -- Where Sales Fits in the Corporate Structure -- The Customer-Centric Organization -- Marketing's Relationship to Sales -- Creating a Plan -- Characteristics of a Good Plan -- Continuous Planning -- Assessing the Business -- Chapter 4. Time Management, Territory Planning, and Sales Forecasting -- Time Management -- The Art of Delegating -- Sales Territory Planning -- Chapter 5. Recruiting, Interviewing, and Hiring the very Best -- Enhancing your Current Team -- Developing Specific Criteria for the Selection Process -- Optimal Sources for Recruiting -- The Number One Rule in Recruiting: Constantly Recruit -- Ensuring a Positive Interview Process -- The Written Offer -- Firing is Inevitable -- Chapter 6. Building the Environment for Motivation: Compensation Plans, Recognition, and Rewards -- Classical Motivation Theory -- Sales Compensation and Incentives Planning -- Benefits and the Total Compensation Package -- Nonfinancial Incentives-Rewards and Recognition.

Chapter 7. Training, Coaching, and Counseling: When and how to Apply Each -- Methods of Training Based on Learning Styles -- The Core Concepts of Reinforcement -- The Development of Winners -- Coaching and Counseling -- Goal-Setting Sessions -- Chapter 8. Stepping Up to be a True Leader -- The Characteristics of a Team -- Matching your Team with your Customer's Team -- The Evolution of a Team -- Time to Lead -- Index.