The Zero Turnover Sales Force
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The Zero Turnover Sales Force
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Author : Doug MCLEOD
language : en
Publisher: AMACOM Div American Mgmt Assn
Release Date : 2010-03-26
The Zero Turnover Sales Force written by Doug MCLEOD 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 2010-03-26 with Business & Economics categories.
There’s no question about it...Sales force turnover can be disastrous to the financial health of an organization, whatever its size, whatever its products or services. With a salesperson’s exit often costing at least 150% of that employee’s annual compensation, a high rate of turnover can translate into millions of dollars lost each year. The Zero-Turnover Sales Force exposes the outdated Old School management practices that perpetuate this costly but avoidable problem. This eye-opening book examines the real reasons for high turnover, explains how it can be avoided, and gives readers specific strategies for maximizing the effectiveness of their sales force. The book demonstrates how to combat “the 12 Assassins of Sales Force Stability,” such as cold calling, straight commission sales compensation, weak recruiting, unfocused training, fuzzy goals, and unrealistic expectations. Sparkling with fresh thinking on hiring smarter, appreciating the values of younger salespeople, retaining top sellers, eliminating wasteful cold calling, and conducting sales meetings that work, The Zero-Turnover Sales Force is a powerful must-read for any corporate executive, sales manager, or salesperson who aspires to management.
Predictable Revenue
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Author : Aaron Ross
language : en
Publisher: Lightning Source Incorporated
Release Date : 2011-05
Predictable Revenue written by Aaron Ross and has been published by Lightning Source Incorporated this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-05 with Business & Economics categories.
Called "The Sales Bible of Silicon Valley"...discover the sales specialization system and outbound sales process that, in just a few years, helped add $100 million in recurring revenue to Salesforce.com, almost doubling their enterprise growth...with zero cold calls. This is NOT just another book about how to cold call or close deals. This is an entirely new kind of sales system for CEOs, entrepreneurs and sales VPs to help you build a sales machine. What does it take for your sales team to generate as many highly-qualified new leads as you want, create predictable revenue, and meet your financial goals without your constant focus and attention? Predictable Revenue has the answers
Zero Sales
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Author : David Nugent
language : en
Publisher: David Nugent
Release Date : 2021-11-29
Zero Sales written by David Nugent and has been published by David Nugent this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-11-29 with Business & Economics categories.
I created the Zero Sales Theory to both demystify the complex nature of revenue generation and create an understandable process that has proven very successful for me, in the hope that it would empower others. I hope to also shine a light on a “business art” that is often looked down upon by those who still subscribe to the idea of old-school sales and cheesy salespeople. Generating revenue requires a certain kind of practical intelligence that includes a nuanced set of skills honed over time but never perfected. It is the foundation of all business and creates happiness and security for millions of people.
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.
Sales Enablement
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Author : Byron Matthews
language : en
Publisher: John Wiley & Sons
Release Date : 2018-04-06
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 2018-04-06 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.
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.
Leading The Sales Force
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Author : René Y. Darmon
language : en
Publisher: Cambridge University Press
Release Date : 2007
Leading The Sales Force written by René Y. Darmon and has been published by Cambridge University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007 with Business & Economics categories.
A guide for sales managers, presenting an integrative vision of the complex sales force system.
Salesforce Com For Dummies
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Author : Tom Wong
language : en
Publisher: John Wiley & Sons
Release Date : 2009-02-23
Salesforce Com For Dummies written by Tom Wong 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 2009-02-23 with Computers categories.
Ready to start solving business challenges with CRM (Customer Relationship Management) software? Interested in the latest enhancements and updates to Salesforce.com? Salesforce.com For Dummies, 3rd Edition, has just what you need! Salesforce.com is like an assistant for your sales, customer service, and marketing efforts — one that never takes a day off and never asks for a raise. Because it’s an Internet service, you sign up and log in through a browser, and it’s immediately available. Salesforce.com For Dummies, 3rd Edition shows you how to choose the right edition of Salesforce.com, and then how to use it to: Prospect, manage accounts, develop contacts, and calculate forecasts Manage your customers and your teams, and close more business Analyze, migrate, and maintain your data Track and resolve customer service issues Generate and pursue more sales leads and boost your revenue Use Salesforce with Google AdWords and manage your Internet marketing Integrate Salesforce.com with ERP applications for greater value Make sales data available to sales reps, managers, and executives Follow the sales process from lead to close and see how to maximize your productivity You already know how competitive business is today, so there’s no time to lose! Salesforce.com For Dummies, 3rd Edition gets you going with this all-important CRM technology right away. Note: CD-ROM/DVD and other supplementary materials are not included as part of eBook file.
Sales Management Simplified
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Author : Mike Weinberg
language : en
Publisher: AMACOM
Release Date : 2015-10-21
Sales Management Simplified written by Mike Weinberg and has been published by AMACOM this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-10-21 with Business & Economics categories.
Packed with case studies, Sales Management. Simplified. offers a proven formula for prospecting, developing, and closing deals—in your time, on your terms. Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies to find the answer - and it's one that may surprise you. Typically, the issue lies not with the sales team but with how it is being led. Through their attitude and actions, senior executives and sales managers can unknowingly undermine performance. Weinberg tells it straight by calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news is that with the right guidance, results can be transformed. In Sales Management. Simplified., Weinberg teaches managers how to: Implement a simple framework for sales leadership Foster a healthy, high-performance sales culture Conduct productive meetings Put the right people in the right roles Retain top producers and remediate underperformers Point salespeople at the proper targets Blending blunt, practical advice with funny stories and examples from the field, Sales Management. Simplified. delivers the tools every sales manager needs to succeed. Managing sales doesn't have to be complicated, and the solution starts with you!
Sales Management
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Author : C.L. Tyagi
language : en
Publisher: Atlantic Publishers & Dist
Release Date : 2004
Sales Management written by C.L. Tyagi and has been published by Atlantic Publishers & Dist this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004 with categories.
The Textbook Is Primarily Written For Students Pursuing Sales Management As A Main Or As An Optional Paper In Marketing Course. The Book Covers Syllabus Of B.B.A., M.B.A. And P.G.D.B.M. Marketing Executives And Advertising Managers Can Also Appraise Themselves Of The Subject.The Book Has Been Written In An Easy Language And A Lucid Style. Latest Models And Theories Are Very Well Explained With Practical Examples. Questions Set In The Universities Are Given At The End Of Each Chapter. Even Professionals In Marketing, Sales, Finance And Production/Purchasing Would Find This Easy-To-Understand Book Valuable.The Main Topics Covered In The Book Include :Introduction; Salesmanship And Themes Of Selling; Sales Promotion; Marketing Management; Physical Distribution; Salesmen-Recruitment; Personal Selling; Wholesaling; Retailing; Cooperative Selling; The Sales Organisation; Marketing Strategy In Personal-Selling; Sales And Other Departments; The Sales Manager; The Sales Force Management; Training In Sales; Remuneration Of Sales Personnel; Motivation By Sales Management; Sales Field, Territories, Quotas And Salesman S Report; Marketing Policies; Market Measurement, Sales Forecasting And Sales Budget; Psychology Of Sales; Techniques Of Selling; Sales Talks; Sales Records.