The Sales Leader’s Problem Solver

The Sales Leader’s Problem Solver

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Paling, Suzanne M. The Career Press, Inc., 2017
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IN THIS SUMMARY

In The Sales Leader’s Problem Solver, Suzanne M. Paling identifies, diagnoses, and offers potential solutions for 15 common problems faced by sales leaders. Even successful sales leaders often feel frustrated that their representatives’ results are inconsistent, yet they are unable to identify the root cause of failures. Paling offers a structured method of how to solve each problem, including creating a plan, presenting the plan to executives, and addressing the issue with the sales representative. The leader must remedy each problem in real time with current staff and in the future through restructured hiring, orientation, and learning opportunities for new employees.