Michael G. Malaghan










 
 

Book Synopsis

You can purchase this book online from: Barnes & Noble or Amazon

Here's a quick preview of what you'll find:

The first Essential Activity: #1 - Sell

Our industry is a "show and tell" industry, so the first essential activity is to set the example. "Do as I say, not as I do" might work for parenting occasionally, but it's a failed strategy for sales management. These first two chapters emphasize why it is important for a sales manager to stay in the field and explain how a sales manager's field time is quite different from than that of a sales person. Coaching techniques are cleary laid out.

The second Essential Activity: # 2 - Prospect

Facts and belief must collide at the prospecting opportunity to give you the confidence to keep your staff manpower growing. The number of prospects always exceeds the ability of your current salespeople to contact them all. Few sales managers use all the prospecting tools available. So, at the beginning of this section, you will review how to determine the extent of your immense prospecting base. Once you recognize the greater opportunity, a proven host of proven prospecting techniques is presented in a "how to" fashion, so that you can embrace all the market, all the time. In turn, this potent marketing combination gives you the swagger and confidence to recruit an ever-growing sales empire.

The third Essential Activity: # 3 - Hire

Always, always, always recruit. Today may be the day that an eagle needs a new perch. The first of two chapters on recruiting review 17 proven recruiting methods. The companion chapter provides a clear 10-step interview process that will fill your training room with more and better sales recruits than every before.

The fourth Essential Activity: # 4 - Train

Sales training is a mix of showmanship, planning, and skills transference. You control the training. If your sales partners can't find customers or close orders, it is your fault. Six distinct chapters address the complete range of training opportunities: the how and why of field training;, getting new recruits to their first order;, retaining new sales people one more week, -- every week;, the challenge of training veterans;, scores of classroom training techniques;, the power of off-site training;, and 60 sure-fire ways to keep your sales meeting interesting. You might be tempted to jump to one of these chapters right away if your'e due to conduct a training class soon. Go ahead.

The fifth Essential Activity: # 5 - Replicate Yourself

Get ready for your next promotion. Increasing sales is the first step; developing new sales managers to replace yourself is the second. The first of these management development chapters concentrates on how to find, define, and train the group leader, field manager, or whatever you choose to call label that first level of sales management. The chapter on delegation follows, which not only makes the case for delegating but illustrates precisely how to do it. The trilogy of chapters on replicating yourself concludes by proposing a five-day key-person man training course that you conduct to fast track your managers to excellence.

The sixth Essential Activity: #6 - Motivate

Four robust chapters tackle this ever-important, ever-illusive, always asked-about sales management skill. Since motivation starts with the leader, the first chapter helps you set the type of goals you needed in order to maintain self-motivation so that you will have the credibility to motivate others. How you can use the 14 greatest motivators to inspire your team members to be the best they can be follows. The third motivation chapter walks you through the goal-setting steps to use with your sales representatives. The final chapter covers how to weave sales contests into your total motivation matrix.

The seventh Essential Activity: # 7 - Manage

Peter Drucker's famous assertion, "Management is doing things right; leadership is choosing the right thing," explains why these two responsibilities are separated within this book. The four management chapters advance focused time - managemnet practices, promote customer service as a referral opportunity, suggest prospecting and selling tools for your troops, and advise you how to take advantage of the Internet age without it taking over your life.

The eighth Essential Activity: #8 - Lead

The first chapter in this section's first chapter is the most unusual in the book. It lists the 12 personality or character demons that can destroy all that a sales manager built. The following chapter helps you recognize the characteristics of leadership that you already possess, encourages you to determine what leadership attributes you would like to develop further, and gives you specific suggestions on how to upgrade those targeted leadership abilities. The book's final chapter closes with 50 ideas on how to build a leadership persona. Charisma need not be limited to a chosen few. You can cultivate magnetism and assure your recognition as a leader by practicing these series of techniques.

There it is, all laid out for you so that you can pick and choose your path to the sales management success you crave and deserve.

Back Cover

Making Millions in Direct Sales is the first sales management book focused on the face-to-face, direct sales book industry. It's the definitive proven system to recruit, train, and motivate a winning "results count" paid sales team.

Over his 40-plus year career, Mike Malaghan has recruited, trained and led direct sales teams that sold more than $2 billion. Now, in his long-awaited sales management development manual, Malaghan details:

  1. The 8 essential must-do sales management activities outlined in separate section - sell prospect, hire, train, replicate yourself, motivate, manage, and lead.
  2. A 10-step interviewing process that doubles manpower in 180 days.
  3. How to use the 14 greatest motivational tools.
  4. 4. 60 sure-fire practices to energize every sales meeting.
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