High Performance Sales Training
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High Performance Sales Training
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Author : Lee Boyan
language : en
Publisher: Amacom Books
Release Date : 1992-01
High Performance Sales Training written by Lee Boyan and has been published by Amacom Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 1992-01 with Business & Economics categories.
This easy-to-use collection of 64 active selling exercises helps trainers bring a focused, hands-on approach to teaching selling skills.
High Performance Sales Organizations
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Author : Kevin J. Corcoran
language : en
Publisher: Irwin Professional Publishing
Release Date : 1995
High Performance Sales Organizations written by Kevin J. Corcoran and has been published by Irwin Professional Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 1995 with Business & Economics categories.
Understanding customer expectations and how they are changing is vital to developing sales strategies that will succeed in today's complex marketplace. Based on research studies conducted by Learning International, a worldwide leader in sales and service training, this book provides insights into the principles and practices used by some of the world's leading sales organizations.
Scientific Selling
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Author : Nancy Martini
language : en
Publisher: John Wiley & Sons
Release Date : 2012-03-22
Scientific Selling written by Nancy Martini 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 2012-03-22 with Business & Economics categories.
Sales managers have the most difficult job in the business world. They are responsible not just for revenue, but also for the hiring, coaching, training, and deployment of the employees who must generate it. Before the advancements that inspired Scientific Selling, sales managers had few tools to help them succeed at these disparate yet essential tasks. Today, however, the scientific approaches described in this book allow sales managers to more effectively measure, refine, and improve every aspect of the sales environment. Using easily-understood examples, graphics, charts, and explanations, Scientific Selling describes how to: Predictably improve sales results. Attract and retain top sales performers. Sharply decrease employee turnover. Spend sales training dollars more wisely. Better target sales coaching efforts. Move into consultative selling more quickly. And much more. Scientific Selling features over a dozen case studies illustrating exactly how scientific measurement and testing have improved sales performance within different kinds of sales groups inside multiple industries.
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.
High Performance Selling
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Author : Ken Greenwood
language : en
Publisher:
Release Date : 1995-10-01
High Performance Selling written by Ken Greenwood and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1995-10-01 with Selling categories.
Author Ken Greenwood is one of the early inventors of selling as a science. His selling systems, developed from his years in the trenches, have been a key ingredient in his training of thousands of successful sales people. His techniques are now available for the first time in HIGH PERFORMANCE SELLING. Publishers have appealed to Mr. Greenwood for over 20 years to publish his selling system. Greenwood trained salespeople rank in the top 2% of their respective fields. They are unique & exceptional. Many have achieved millionaire status because of their mastery of selling. Greenwood's methods are fresh & very modern, yet he applies the best of his past techniques in this text. Unlike most empty sales training texts this book is not hype, but specific "how to" information with step-by-step guidelines. No hardball techniques, no slimy closing tactics, but a scientific approach laid out in non-scientific terms that are easy to understand & much easier to learn. A MUST for anyone currently in sales. Lifelong professionals have found that Greenwood's systems improve even honed skills. Students learn to sell, management students who aspire to manage a sales operation & marketing students who want to understand how & why people buy will all benefit from this book. This truly is special selling information never before available. To order HIGH PERFORMANCE SELLING contact Streamline Press at 224 Datura Street, 7th Floor, West Palm Beach, FL 33401, (800) 226-7857; FAX: (407) 655-6164.
The Sales Boss
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Author : Jonathan Whistman
language : en
Publisher: John Wiley & Sons
Release Date : 2016-07-18
The Sales Boss written by Jonathan Whistman 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 2016-07-18 with Business & Economics categories.
The step-by-step guide to a winning sales team The Sales Boss reveals the secrets to great sales management, and provides direct examples of how you can start being that manager today. The not-so-secret "secret" is that a winning sales team is made up of high performers—but many fail to realize that high performance must be collective. A single star cannot carry the entire team, and it's the sales manager's responsibility to build a team with the right balance of skills, strengths, and weaknesses. This book shows you how to find the exact people you need, bring them together, and empower them to achieve more than they ever thought possible. You'll learn what drives high performance, and how to avoid the things that disrupt it. You'll discover the missing pieces in your existing training, and learn how to invest in your team to win. You'll come away with more than a better understanding of great sales management—you'll have a concrete plan and an actionable list of steps to take starting right now. Your people are the drivers, but you're the operator. As a sales manager, it's up to you to give your team the skills and tools they need to achieve their potential and beyond. This book shows you how, and provides expert guidance for making it happen. Delve into the psychology behind peak performance Hire the right people at the right time for the right role Train your team to consistently outperform competitors Build and maintain the momentum of success to reach even higher Without sales, business doesn't happen. No mortgages paid, no college funds built, no retirement saved for, until the sales team brings in the revenue. If the sales team wins, the organization wins. Build your winning team with The Sales Boss, the real-world guide to great sales management.
Smart Sales Manager
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Author : Josiane Feigon
language : en
Publisher: AMACOM
Release Date : 2013-07-15
Smart Sales Manager written by Josiane Feigon and has been published by AMACOM this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-07-15 with Business & Economics categories.
Josiane Feigon, author and pioneer of the inside sales community, recognizes that the pressure to produce can be crushing, but the guidance provided thus far has been minimal. With the explosion of social media, as well as the increasing dependence on digital communications, the need for businesses to shift their focus from field sales to inside sales is growing exponentially today. Businesses now rely on inside sales to generate up to 50 percent of their revenue! The burgeoning demand for inside sales leaders means that the industry’s top reps are being promoted and transitioned even if they are unprepared for management in the Sales 2.0 that is taking over the field. In Smart Sales Manager, she shows you how they can lead their inside sales squads to success--from hiring and motivating to training, coaching, and more, including: Customer 2.0: Selling to the new elusive buyer Tools 2.0: Choosing the best sales productivity and intelligence tools for their team Talent 2.0: Hiring, training, and retaining inside sales superheroes Manager’s cheat sheets: Motivational strategies to salvage deals, engage employees, and boost managerial clout The ability to successfully train your sales teams in social selling, digital communications, and disruptive content creation is vital in today’s sales environment. Complete with real-life examples and smart sales strategies, Smart Sales Manager will bring managers up to speed fast.
Super Charge Your Sales Team A Sales Manager S Guide To Effective Coaching
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Author : Robert J. Weese
language : en
Publisher: B2B Sales Connections Inc.
Release Date : 2019-02-04
Super Charge Your Sales Team A Sales Manager S Guide To Effective Coaching written by Robert J. Weese and has been published by B2B Sales Connections Inc. this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-02-04 with Business & Economics categories.
Are sales cycles getting longer and prospects failing to buy? Is constant discounting of the price eroding your profit margin? Are your sales people busy but not effective because they are focusing on the wrong activities? Are changes needed but you are not sure what to do? Selling has been compared to sports for years. So much so, that sales people are called the elite athletes of the business world. Why? Both professions are performance based, and their incomes are tied to their ability to consistently over achieve. Just as professional athletes need advice from expert coaches to achieve peak performance, so do sales people. As a sales manager, you are your team’s coach, and the better you are at coaching, the more successful your sales team will be. Will making an investment in your coaching skills really help? Absolutely! Leslie Schumacher of Talent Bits & Bytes reports that salespeople who are coached daily outperform other salespeople by 30%! Also, salespeople receiving ineffective coaching averaged only 83% of goal attainment, where as their performance rose to 102% when they then received effective coaching. “Coaching is a powerful tool that managers have at their disposal to improve the capability of their sales teams and that it should be a priority for developing sales talent”. (Harvard Business Review). Most sales managers would agree that coaching their sales teams is key job function contributing to their success, however few know how to do it properly. In fact, according to studies, only 7% of sales managers were found to be effective at coaching without training. This ebook looks at the key coaching activities necessary to build stronger sales teams and reach revenue goals. It’s written by Robert J. Weese, a professional sales coach with a proven history of helping sales teams reach record revenue growth. Robert, a former competitive fencer, has decades of experience working with high performance athletes, and he knows the parallels between success in sports and success in sales are rooted in the same framework. This book contains the information and the tools needed to improve your coaching skills and have an immediate positive effect on your sales results. Do you want to be a better sales manager? Then you need to be a better coach. This ebook will show you how. - "I love your coaching services Bob. You are a top pro and everything I learn I love knowing it will be practical and make sense going forward." - “I increased my average sale value by 20% and almost doubled my closing success thanks to Bob’s sales coaching - "Bob, I wanted to let you know that the sales training session I had with you this morning was the most valuable one I have ever attended." - “Hey Bob, I really enjoyed your session this week. I like that it’s so customized to exactly what I’m struggling with.” - “Bob has helped our firm tremendously and is my go-to guy for sales.”
The Ultimate Guide To Sales Training
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Author : Dan Seidman
language : en
Publisher: John Wiley & Sons
Release Date : 2012-01-11
The Ultimate Guide To Sales Training written by Dan Seidman 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 2012-01-11 with Business & Economics categories.
The Ultimate Guide to Sales Training is the go-to reference for sales managers, sales trainers, sales coaches, and sales consultants who want to increase a sales force's productivity by using these proven techniques: Building Mental Flexibility Anchoring Concepts for Easy Recall Encouraging Behavioral Change Covering a wide range of topics, The Ultimate Guide to Sales Training shows how to develop a selling system, prospect effectively, and qualify and disqualify prospects. The book also covers information on using power questioning techniques, handling objections, and includes solution selling guidelines and ideas for creating and delivering potent presentation practices. In addition, the author covers such hot topics as managing reps attitudes and how to close the sale. He also includes suggestions for overcoming buyer resistance and making change occur as well as getting beyond barriers that block decision-makers, and much, much more. Praise for The Ultimate Sales Training Handbook "This book should be on the desk of every sales manager and sales trainer. Dan Seidman created a treasure chest of ideas, concepts, skills-sets and motivation tools that are ready to be converted into cash." —Gerhard Gschwandtner, founder and publisher, Selling Power Magazine "Sales professionals throughout the world will discover performance improvement through this training encyclopedia. Dan Seidman is helping make sales training a major strategic driver for all organizations." —Tony Bingham, president and CEO, ASTD "Each chapter just might be the one piece that plugs the gap in your team's performance. Dan is truly earning the title Trainer to the World's Sales Trainers." —Willis Turner, CAE CSE, president and CEO, of Sales & Marketing Executives International
Selecting Sales Professionals Selecting Training And Retaining High Performance Sales Personnel
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Author : John C. Marshall, Ph.D & Bob McHardy
language : en
Publisher: Selecting Sales Professional
Release Date : 1997
Selecting Sales Professionals Selecting Training And Retaining High Performance Sales Personnel written by John C. Marshall, Ph.D & Bob McHardy and has been published by Selecting Sales Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 1997 with Sales personnel categories.