Building The High Performance Sales Force
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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.
Building The High Performance Sales Force
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Author : Joe Petrone
language : en
Publisher: Amacom Books
Release Date : 1994-01
Building The High Performance Sales Force written by Joe Petrone and has been published by Amacom Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 1994-01 with Business & Economics categories.
This guide gives updated strategies and tactics for balancing short-term profits with long-term performance. It describes how to: implement total quality selling to gain a competitive edge; boost productivity and enhance salespeople's loyalty; implement a progressive goal management system that links individual goals to corporate performance; apply micro- and macro-management tools to maximize sales performance; use the computer as an analytical tool for improving territory management and boosting productivity; and address poor performance and increase sales.
Emotional Intelligence For Sales Leadership
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Author : Colleen Stanley
language : en
Publisher: HarperCollins Leadership
Release Date : 2020-06-16
Emotional Intelligence For Sales Leadership written by Colleen Stanley and has been published by HarperCollins Leadership this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-06-16 with Business & Economics categories.
The best way to get ahead in sales is by developing the critical soft skills that will enable you not just survive but thrive. Chronic complainers, no accountability finger-pointers, or learning-resistant laggards—these culture-killers costs sales organizations more in productivity than being weak in the so-called hard skills of selling. Sales leadership expert Colleen Stanley shows how emotional intelligence and the development of these critical soft skills improve sales leadership effectiveness and outperforms doubling down on more sales technology tools and fads. In Emotional Intelligence for Sales Leadership, Colleen provides sales secrets that: Shows sales leaders why ‘real world’ empathy and emotion management are the key to building strong relationships with their sales team. Offers simple steps on how sales leaders create sales cultures that embrace feedback and change through the development of critical emotional intelligence skills. Provides guidance on how to identify key emotional intelligence skills needed in your hiring process to build resilient sales teams. Walks readers through the process of training sales teams on soft skills that ensure the consistent execution of the right selling behaviors. The missing link is in hiring for and developing emotional intelligence skills in sellers and sales leaders. Emotional Intelligence for Sales Leadership will connect with anyone charged with growing sales in business-to-business or business-to-consumer sales.
The Perfect Salesforce
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Author : Derek Gatehouse
language : en
Publisher: Penguin
Release Date : 2007-11-08
The Perfect Salesforce written by Derek Gatehouse and has been published by Penguin this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007-11-08 with Business & Economics categories.
How any company can build an incredibly effective salesforce by learning from the best in the world Despite billions spent every year on personality profiling, sales training, motivational experts, coaches, and incentives, there’s never been a proven formula for building a salesforce of top performers. Finding such a “holy grail” of sales has been Derek Gatehouse’s obsession for decades. To identify what makes a top-producing salesperson—the kind who sells four times more than everyone else—and why some sales teams have a high percentage of top producers, he interviewed more than two thousand executives in many different industries. His findings challenge the conventional wisdom about hiring, training, managing, and rewarding a sales team. Gatehouse has tested virtually every personality assessment tool, sales process, training methodology, and management system available, only to conclude that the vast majority of those systems don’t raise performance in a lasting way. Instead, the world’s greatest sales teams share six simple but critical practices. For instance, they all: Hire for talent, not skill or even experience Blend positive and negative motivators Measure results instead of micromanaging process The book features dozens of anecdotes and clear lessons for any company seeking dramatic improvement in its sales performance.
The Successful Sales Manager
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Author : Dustin W Ruge
language : en
Publisher: Thunderbird Publishing
Release Date : 2014-08-15
The Successful Sales Manager written by Dustin W Ruge and has been published by Thunderbird Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-08-15 with Business & Economics categories.
The Successful Sales Manager: A Sales Manager’s Handbook for Building Great Sales Performance is a new book published by industry veteran Dustin W Ruge. In the book, Dustin covers the critical aspects as to why so many sales organizations fail and how to successfully move from bad sales management performance to great sales leaders and results. Website: http://www.thesuccessfulsalesmanager.com Book Endorsements From Sales Industry Leaders: “The Successful Sales Manager is a hands-on, practical and highly useful guide that any sales manager should keep as an instant go-to resource close to their desk. I wish I had a copy of this book when I started my business; it would have saved me a lot of time building a high performance team.” -- Gerhard Gschwandtner, Founder and CEO of Selling Power Magazine "Effective sales managers are difficult to find. That's because even though it could mean the difference between success and failure, sales management is one of the least taught skill sets in business today. Congratulations Dustin for capturing the keys to this otherwise mysterious discipline in your book, The Successful Sales Manager. Frankly, everyone should have a copy of this book including salespeople who are managing a territory and will someday be promoted into this role." --Thomas A. Freese, Author: Secrets of Question Based Selling “A must read for anyone who wants a successful career in sales management. The Successful Sales Manager cuts straight to the chase on what you need to do to get the most out of your sales teams.” -- Joe Girard, Worlds Greatest Retail Salesman, attested by The Guinness Book of World Records! www.joegirard.com “So many people fail to become great sales managers. Reading the tips and advice in this book can help anyone overcome that obstacle and succeed in sales.” -- Michael LeBoeuf, Author of How to Win Customers and Keep Them for Life
Leading Sales Teams
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Author : Sam Reese
language : en
Publisher: Wiley
Release Date : 2020-04-20
Leading Sales Teams written by Sam Reese and has been published by Wiley this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-04-20 with Business & Economics categories.
A practical guide for sales leaders of all levels and those aspiring to lead sales teams The most important attribute for today's sales leader is not their ability to sell, but their ability to effectively lead their sales teams. Leading Sales Teams provides practical advice based on what the best companies in the world do to drive sales effectiveness and how their leaders manage the business. This book will help experienced leaders improve quickly and dramatically by equipping them with a proven model to build a strategy upon; it will help new and aspiring leaders by providing insights about the dynamics required to lead a sales organization. Author Sam Reese is the President and CEO of Miller Heiman, the leading provider of sales force effectiveness solutions to Fortune 1000 and global companies, in virtually every major industry Author launched the Miller Heiman Sales Best Practices Study, which has grown to become the most credible sales performance research report in the world, surveying thousands of companies each year Leading Sales Teams shows you how to develop talent on your team, improve your own skills, and grow your revenues to new heights!
Nuts And Bolts Of Sales Management
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Author : John Treace
language : en
Publisher: Greenleaf Book Group
Release Date : 2011-09
Nuts And Bolts Of Sales Management written by John Treace and has been published by Greenleaf Book Group this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-09 with Business & Economics categories.
Sometimes managing a sales team feels like trying to manage chaos, and in a way it is-there are so many unpredictable influences at work in sales. In Nuts and Bolts of Sales Management, John Treace, mining decades of executive sales experience gained from successful business turnarounds, provides managers with proven strategies to build a high-performing sales team that will consistently produce desired results.The tools and tactics included in Nuts and Bolts of Sales Management help sales managers identify and solve the problems that cause companies to stumble and fail. Leaders will learn how they can take their sales force to the next level by developing effective sales processes and by promoting high morale and team work. This book will provide a deeper understanding and practical answers for the problems all sales managers and officers face each day. Here is a sample of some: - How to ensure predictable sales performance- Effective forecasting & managing the quarter- What to do when sales plans are missed- How to design highly effective meetings and award programs- Making effective presentations to management- Minimize the need for hiring and firing- How to balance morale, execution & teamwork- How to develop a powerful sales culture- Developing effective metrics- How to Leveraging expenses while managing the budget- Effective use of consultants- How to sleep well at night nearing the end of any sales quarter This practical handbook was written for current sales VPs or managers, salespeople who desire to move into management, and CEOs, COOs, CFOs and others wishing to have a better understanding of the principles and systems that drive high-velocity sales organizations.
High Performance Selling
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Author : Anthony S Chaine
language : en
Publisher:
Release Date : 2019-12-03
High Performance Selling written by Anthony S Chaine and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-12-03 with categories.
Whether you are an accomplished sales executive leading a large organization or a sales manager leading a team, your ability to remove obstacles and speed the sales process will determine your success. High-Performance Selling is geared for the sales leader who has to persuade others to work as a sales force of one. Written in a straightforward fashion by veteran sales management consultant Anthony Chaine, this book shows you how to: - lead sales organizations- build solid sales operation- improve cross-functional team cooperation- build better hiring and recruiting systems- develop a sales culture that drives performance- empowers your sales managers to create winning teams"I have worked with Anthony, and I can say firsthand, his leadership style has had a profound impact on every level of our organization. His approach is profoundly visionary and hugely influential. I highly recommend Anthony, his approach, and his book."-Antonio Casanova, CEO of NOVAPAY"World-class selling is about aiding customers to make better choices. Anthony's inspiring stories and honest advice provides insight that sales leaders at every level can use to their benefit. High-Performance Selling is a thought-provoking, good read on an important subject."-Tom Howard, Managing Director TM Cards Networks"Your success as a leader is as good the success of your sales teams. Anthony shows you how to make the right decisions to lead your sales organization towards peak performances while eliminating bottlenecks to keep your sales organization moving toward significance."-Brian Luc, Vice President of Business OperationsAnthony Chaine is an expert in sales management and leadership. He has won multiple awards as a quota carrying sales leader, trainer, and instructor. He is the founder and the CEO of Elite Sales Leadership Consulting LLC. He specialized in management and sales training. Visit asalesleader.com for tools and resources as well as information on your seminars and coaching programs.
42 Rules For Building A High Velocity Inside Sales Team
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Author : Lori L. Harmon
language : en
Publisher: Super Star Press
Release Date : 2014-01-10
42 Rules For Building A High Velocity Inside Sales Team written by Lori L. Harmon and has been published by Super Star Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-01-10 with Business & Economics categories.
Inside sales is the fastest growing sales channel due to its cost effective nature. An inside sales rep can handle far more contacts on a daily basis than their field sales counterpart. If you are a “C” level executive with responsibility for delivering revenue, you cannot afford to overlook the rules contained in this fast-paced, powerful, book. ‘42 Rules for Building a High-Velocity Inside Sales Team: Actionable Guide to Creating Inside Sales Teams that Deliver Quantum Results’ will help you and your team understand:
- The key elements required to build a high-velocity inside sales team that will accelerate your revenue.
- The different types of inside sales teams you can leverage, how and where to staff them, and the types of tools that are required for them to operate effectively.
- The importance of a common sales language, consistent processes and clearly defined weekly metrics.
Managing For Sales Results
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Author : Ron Marks
language : en
Publisher: John Wiley & Sons
Release Date : 2008-03-31
Managing For Sales Results written by Ron Marks 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 2008-03-31 with Business & Economics categories.
This book looks at various methods for recruiting salespeople, from the traditional to the radical, and shows you how to make the smartest, most profitable hiring decisions for your team. It argues that sales managers should put more emphases on coaching and recruiting, making it a priority for your sales organization. With the right recruiting and training strategies, you can find a constant stream of qualified candidates and beat your competitors to the best sales prospects.