Competent sales management is the key to the commercial success of any organization. HR guru Svetlana Ivanova talks about the full cycle of working with a team of salespeople: from forming a clear idea of ​ ​ who is needed in the department and choosing the best candidates to managing, motivating, developing and correcting problematic employee behavior. Everything in this book is extremely practical: the necessary minimum of theory and many tasks, exercises and cases that will help you in your work. It also describes a new typology that is based on key personality traits. You will learn who is best suited to be a salesman and how to work with employees who at first glance are not very suitable for working in sales. Implement Svetlana's methodology, and all your employees will sell successfully.