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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.