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The High Impact Sales Manager

A No-Nonsense, Practical Guide to Improve Your Team's Sales Performance

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"For anyone who wants to achieve increased levels of success in sales management, this book should be on your reading list."

GERHARD GSCHWANDTNER, Founder & Publisher, Selling Power Magazine

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In The High-Impact Sales Manager, You’ll Learn How To:

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Hire

Hire the best people and hold them accountable

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Manage

Manage sales performance by focusing on behaviors that drive performance

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Forecast

Consistently produce accurate sales forecasts

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Coach

Provide sales coaching that results in better skills & higher win rates

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Lead

Motivate and inspire your team to greatness

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About the Authors

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Norman Behar

Norman Behar is a proven sales leader with over 25 years of CEO and senior sales management experience. He is recognized as a thought leader in the sales training industry, and has worked with clients in a wide range of industries including financial services, healthcare, technology, manufacturing, and distribution. Norman’s white papers and blog posts are frequently featured in leading trade publications. Previously, Norman served as President and CEO of Catapult, Inc., a leading provider of personal computer training services, where he oversaw operations and managed growth prior to the company’s acquisition by IBM. Norman received his B.A. from the Foster School of Business at the University of Washington, where he graduated Summa Cum Laude.

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David Jacoby

David Jacoby has extensive experience in developing and implementing innovative sales training and sales leadership development solutions for clients. David is a thought leader in instructional design and the use of innovative technologies to deliver industry-leading online sales training programs. Previously, David has served as Vice President of Business Affairs of Xylo, Inc., where he was responsible for the Company's sales operations, legal affairs, and financing activities. Before joining Xylo, David was a corporate attorney with Skadden, Arps, Slate, Meagher & Flom LLP, where he practiced in the firm's mergers & acquisitions group. David received his J.D. from the Columbia University School of Law, where he was a Harlan Fiske Stone Scholar, and received his B.A. from the University of Washington, where he graduated Summa Cum Laude.

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Ray Makela

Ray Makela has over 25 years of management, consulting, and sales experience. As a Managing Director at Sales Readiness Group, he currently oversees all client engagements. Previously, Ray served as Chief Customer Officer (CCO) at Codesic Consulting, where he was responsible for business development, managing customer relationships, and the development and implementation of Codesic's sales-training initiatives. Ray has also held management positions at Accenture and Claremont Technology Group where he was a management consultant in the Change Management practice. Prior to his consulting career, Ray served as a Division Officer and NROTC Instructor in the US Navy. Ray earned his B.A in Speech Communications from the University of Washington and an M.P.A. in Public Administration and Information Systems Management from the University of Southern California.

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Transcend the Daily Grind & Unlock the Full Potential of Your Sales Team

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