7 Steps To Sales Force Transformation
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7 Steps To Sales Force Transformation
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Author : Warren Shiver
language : en
Publisher:
Release Date : 2016
7 Steps To Sales Force Transformation written by Warren Shiver and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016 with Business categories.
Helps leaders transform their sales team with a step by step plan that includes diagnostics; actionable roadmap for transforming change and follow up analytics.
7 Steps To Sales Force Transformation
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Author : Warren Shiver
language : en
Publisher: Palgrave Macmillan
Release Date : 2015-12-05
7 Steps To Sales Force Transformation written by Warren Shiver and has been published by Palgrave Macmillan this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-12-05 with Business & Economics categories.
The sales force is a company's main engine for driving revenue, one that often requires change to stay competitive and achieve desired results. To improve sales performance, many organizations seek out a 'Silver Bullet'. Transformation is not a one-time, check-the-box event, but a rigorous, ongoing process. Unfortunately, there is no one-off solution to the hard work of transformation. There is, however, a methodology derived from the authors' combined decades of work and their qualitative and quantitative research on sales force transformation. This book provides a practical approach to effect significant, measurable and sustainable transformation in your sales organization. 7 Steps to Sales Force Transformation will help readers determine if their sales organizations need a transformation and if so, how to assess their sales organization's readiness through the analysis of six 'levers' of successful sales transformations. It also guides readers through a series of tasks, analyses, and decisions that will lead to a successful transformation. In particular, the authors will show you how to clarify your sales transformation vision and sell it to upper management, detail methods on how to deploy your vision, offer advice on how to sustain transformation through leadership and communication, and outline current trends that will impact future sales transformation. This book is targeted at anyone who has control over a sales organization or who wants to transform a sales team, including sales managers, sales executives, CEOs, COOs, and others who advise or influence those stakeholders, such as associates at consulting and private equity firms. Through original quantitative research, the authors' own experiences transforming sales organizations, and the lessons learned by a host of sales professionals they interviewed, you will understand how to transform and modernize your sales force to achieve your desired sales results and provide your customers with better service and value.
7 Steps To Sales Force Transformation
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Author : Warren Shiver
language : en
Publisher: Springer
Release Date : 2016-04-29
7 Steps To Sales Force Transformation written by Warren Shiver and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-04-29 with Business & Economics categories.
The sales force is a company's main engine for driving revenue, one that often requires change to stay competitive and achieve desired results. To improve sales performance, many organizations seek out a 'Silver Bullet'. Transformation is not a one-time, check-the-box event, but a rigorous, ongoing process. Unfortunately, there is no one-off solution to the hard work of transformation. There is, however, a methodology derived from the authors' combined decades of work and their qualitative and quantitative research on sales force transformation. This book provides a practical approach to effect significant, measurable and sustainable transformation in your sales organization. 7 Steps to Sales Force Transformation will help readers determine if their sales organizations need a transformation and if so, how to assess their sales organization's readiness through the analysis of six 'levers' of successful sales transformations. It also guides readers through a series of tasks, analyses, and decisions that will lead to a successful transformation. In particular, the authors will show you how to clarify your sales transformation vision and sell it to upper management, detail methods on how to deploy your vision, offer advice on how to sustain transformation through leadership and communication, and outline current trends that will impact future sales transformation. This book is targeted at anyone who has control over a sales organization or who wants to transform a sales team, including sales managers, sales executives, CEOs, COOs, and others who advise or influence those stakeholders, such as associates at consulting and private equity firms. Through original quantitative research, the authors' own experiences transforming sales organizations, and the lessons learned by a host of sales professionals they interviewed, you will understand how to transform and modernize your sales force to achieve your desired sales results and provide your customers with better service and value.
The Multigenerational Sales Team
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Author : Warren Shiver
language : en
Publisher: Red Wheel/Weiser
Release Date : 2017-03-20
The Multigenerational Sales Team written by Warren Shiver and has been published by Red Wheel/Weiser this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-03-20 with Business & Economics categories.
A business’s greatest asset is the collective experience of its employees. According to estimates by the US Department of Labor, Millennials will represent roughly almost 50% of the workforce in less than 10 years. A flood of blogs, articles, and books are already trying to help professionals and executives understand how the clash of Millennial, Generation X, and Boomer preferences will impact their business and personal careers. The Multigenerational Sales Team focuses on the increasing need for sales organizations to more effectively leverage talent from generational groups who think, sell, and buy in vastly different ways. It addresses the challenges that many organizations are facing right now: How can generations with different perspectives find ways to successfully work together? How should you recruit, train, and deploy different generations of salespeople to build an effective sales team? How can sellers identify and address the generational “silent killers” within the sales process? You will learn how to overcome these obstacles by adjusting internal practices including recruitment, development, and management of salespeople. You will also learn how to improve client-facing activities for better diagnosis and accommodation of buyers’ preferences. With The Multigenerational Sales Team as a guide, sales professionals and teams who begin this transformation will learn to leverage each generation’s unique strengths to drive improvements in both individual and organizational performance.
Building A Winning Sales Force
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Author : Andris A. ZOLTNERS
language : en
Publisher: AMACOM Div American Mgmt Assn
Release Date : 2009-02-11
Building A Winning Sales Force written by Andris A. ZOLTNERS and has been published by AMACOM Div American Mgmt Assn this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-02-11 with Business & Economics categories.
Sales force effectiveness drives every company's success, but keeping a sales organization at the top of its game is a constant challenge. As experts in the field, Andy Zoltners and Prabha Sinha have helped sales leaders around the world perfect their sales strategy, operations, and execution. Combining strategic insight with pragmatic advice, Building a Winning Sales Force provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today’s sales organizations. The book shows readers how to: assess how good their sales force really is • identify sales force improvement opportunities • implement tools and processes that have immediate impact on sales effectiveness • attract and retain the best salespeople • design incentive compensation plans • set goals • manage sales performance • motivate the sales force With practical advice and case studies of companies that have conquered even the most challenging obstacles, Building a Winning Sales Force will enable every company to drive sales and stay competitive.
Seven Steps To Success For Sales Managers
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Author : Max F. Cates
language : en
Publisher: FT Press
Release Date : 2015-05-30
Seven Steps To Success For Sales Managers written by Max F. Cates and has been published by FT Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-05-30 with Business & Economics categories.
Master today’s breakthrough strategy for developing and sustaining high-performance sales teams! Long-time sales team leader Max Cates shows how to go far beyond "old school," "command and control" sales management, unleashing the full power and energy of your salespeople through a participatory management approach that works. Drawing on 36+ years of sales and sales management experience, Cates presents proven tactics for: Developing your own mental toughness, emotional intelligence, strategic thinking, and promotability Becoming a true servant leader in sales: providing the right structure, challenges, respect, involvement, and support Hiring more effective and productive salespeople – including expert tips for interviewing, recruiting, reading body language, using data, and choosing amongst candidates Building winning teams that meet sales objectives and delight customers Empowering sales reps and teams in decision-making that increases sales productivity Measuring individual and team performance towards objectives Keeping people on target without micro-managing them Promoting team growth and continual improvement Leveraging Six Sigma and the Deming Cycle to sustain success, morale, and performance And much more Seven Steps to Success for Sales Managers presents proven sales management tactics in a "bulletized" format that’s easy to read – and just as easy to use. Cates combines decades of in-the-trenches experience with cutting-edge research on the latest sales trends and tactics. Whether you’re a working sales manager, VP of sales, account team leader, executive MBA program participant, or aspiring sales manager, this guide will help you build an outstanding team, empower it, and lead it to sustained success.
Sales Enablement
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Author : Byron Matthews
language : en
Publisher: John Wiley & Sons
Release Date : 2018-05-01
Sales Enablement written by Byron Matthews and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-05-01 with Business & Economics categories.
Put buyer experience and selling resources front-and-center to boost revenue Sales Enablement is the essential guide to boosting revenue through smarter selling. A thorough, practical introduction to sales enablement best practices, this book provides step-by-step approaches for implementation alongside expert advice. In clarifying the sales enablement space and defining its practices, this invaluable guidance covers training, content, and coaching using a holistic approach that ensures optimal implementation with measureable results. Case studies show how enablement is used effectively in real-world companies, and highlight the essential steps leaders must take to achieve their desired sales results. Smarter buyers require smarter selling, and organizations who have implemented enablement programs attain revenue goals at a rate more than eight percent higher than those that do not. This book provides a 101 guide to sales enablement for any sales professional wanting to enhance sales and boost revenue in an era of consumer choice. Understand sales enablement and what it can do for your company Implement enablement using techniques that ensure sustainable, measureable performance impact Adopt proven best practices through step-by-step advice from experts Examine case studies that illustrate successful implementation and the impact of sales enablement on revenue Consumers are smarter, more connected, and more educated than ever before. Traditional sales strategies are falling by the wayside, becoming increasingly less effective amidst the current economic landscape. Companies who thrive in this sort of climate know how to speak to the customer in their own terms, and sales enablement keeps the customer front-and-center by providing sales people with the resources buyers want. Sales Enablement provides a scalable, sales-boosting framework with proven results.
Sales Academy
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Author : LARS. FLORES HENNINGSSON (RUPERT.)
language : en
Publisher: Matador
Release Date : 2020-11-28
Sales Academy written by LARS. FLORES HENNINGSSON (RUPERT.) and has been published by Matador this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-11-28 with categories.
Are you a Managing Director or Sales Director? Do you want to significantly improve the hard results of your sales team but aren't sure how? Welcome to the Sales Academy. Sales Academy is a comprehensive approach that has been proved with real-life case studies to work again and again. To date the authors have run more than 30 Sales Academies, and the average increase of sales result was 125%. The return on investment (ROI) is in the 500-1000% range, much more if counting the lifetime value of the additional new business gained. Managing Directors and Chief Sales Officers have solved their growth target problems, SDs have doubled, tripled and in some cases quadrupled their NEW BIZZ results and per rep performance. The Sales Academies have also meant huge successes for many sales executives, now performing at and above the top range of their industry. We have seen individual reps increase their results from 300K to 3 M Euro making them recognized stars, and gaining tons of recognition, in their companies and in their industries. This is a practical hands-on book on how to lead a sales force transformation with tangible results. With sample agendas and tips on how to set up and run your own Sales Academy, this book is for any professional looking to make the change from good to great - and beyond.
The Seven Steps To Nirvana Strategic Insights Into Ebusiness Transformation
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Author : Mohan Sawhney
language : en
Publisher: McGraw Hill Professional
Release Date : 2001-06-20
The Seven Steps To Nirvana Strategic Insights Into Ebusiness Transformation written by Mohan Sawhney and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2001-06-20 with Business & Economics categories.
Today¿s most successful companies never sit still. Even as they introduce their newest e-business initiatives, their next generation of improvements is already near completion. Traditional organizations¿especially larger, low-tech businesses¿must reinvent themselves if they are to hold their positions against these new business competitors. The Seven Steps to Nirvana leads managers through the systematic stages needed to transform traditional businesses¿regardless of their industries¿into fierce competitors. Combining hard-hitting analyses with case studies of businesses that made the transition, this concrete, practical tour de force opens readers¿ minds to: Essential differences between e-commerce and e-business The evolutionary stages of e-business intervention Strategies to overcome inertia and organize for speed Written by one of BusinessWeek's 25 most influential e-business innovators, The Seven Steps to Nirvana is a trove of innovative techniques for brick-and-mortar businesses to meet--and overcome--the challenges of today's faster, nimbler e-upstarts.
Future Proof Sales Strategy
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Author : Steven Norman
language : en
Publisher: Grammar Factory Pty. Limited
Release Date : 2019-01-07
Future Proof Sales Strategy written by Steven Norman and has been published by Grammar Factory Pty. Limited this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-01-07 with Entrepreneurship categories.
The B2B sales profession is under tremendous, unprecedented pressure. There are several major forces that have dramatically altered the sales landscape over the past decade and most organisations are not adapting quickly enough. This tried and tested framework targets every step of the sales process to ensure you do adapt.