Leading the Sales Team is a sales management book with a difference. Hillier has spent years successfully leading sales teams - and this shows in the book?s down-to-earth style and concern with real life. The emphasis throughout is on tried and tested, sales-oriented solutions that can be applied in actual, often adverse, business conditions. - - The author begins by looking at the qualities of the effective sales leader. He shows how the organization, structure and motivation of the team are all critical to success and gives numerous examples of job descriptions, commission schemes, review systems and disciplinary procedures. There are separate sections on boosting sales, improving customer service, building team spirit, analysing performance, organizing the office, managing time, recruiting and retaining high performers and working with 'difficult' staff. The book ends with practical advice on troubleshooting, problem-solving and crisis management. - - This is a hands-on guide to managing, motivating and inspiring the sales force which, with its companion volume Training the Sales Team, will be invaluable to any sales manager intent on achieving better results quickly.