Your Sales Management Guru S Guide To Recruiting High Performance Sales Teams
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Your Sales Management Guru S Guide To Recruiting High Performance Sales Teams
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Author : Ken Thoreson
language : en
Publisher: Sales Gravy Press
Release Date : 2010-12
Your Sales Management Guru S Guide To Recruiting High Performance Sales Teams written by Ken Thoreson and has been published by Sales Gravy Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-12 with Business & Economics categories.
Hire the Best, Not Just the Best Available What's the number challenge for sales leaders and sales organizations? Recruiting and hiring top talent. While most sales organizations focus on creating a sales process to increase sales performance, they fail to develop an effective recruiting and interviewing process that attracts top talent. Then they wonder why their sales training and sales process didn't work! Finally there is a definitive resource designed to help individual sales leaders and entire organizations attract, recruit and hire high-performing salespeople. In Sales Management Guru's Guide to Recruiting High-Performance Sales Teams you'll get detailed interview scorecards, interviewing questions, and sample job descriptions. Plus a bonus section dedicated to the new hire on-boarding process. You'll also learn . . . How to develop your ideal salesperson profile How to create a sales candidate funnel Where to find top sales talent Why many sales managers get fired in less than 18 months How an Interview Scorecard screens out the "empty suit's" How to take emotion out of the interview process Why and how to use a sales case study to evaluate your candidates How to use sales assessments and why they are an important factor in selection How to properly conduct a telephone interview and use scoring list to assess talent How to use social media to evaluate sales candidates And much more . . . Praise for Your Sales Management Guru's Guide "If you're a crazy-busy sales manager and constantly worried about reaching your revenue goals, follow Ken Thoreson's savvy advice to create a high-performance sales organization." - Jill Konrath, Author of SNAP Selling and Selling to Big Companies "Ken Thoreson has hit it out of the park with his Your Sales Management Guru's Guide series. If you are serious about taking your sales team to the next level read these books!" - Jeb Blount, Author of People Buy You and Power Principles About The Author Ken Thoreson is a sales management thought leader who has a passion for developing and implementing creative sales management strategies designed to build high-performance sales teams. As president of Acumen Management Group he helps clients ranging from early stage to Fortune 500 develop winning sales management strategies.
Your Sales Management Guru S Guide To Leading High Performance Sales Teams
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Author : Ken Thoreson
language : en
Publisher: Sales Gravy Press
Release Date : 2011-02
Your Sales Management Guru S Guide To Leading High Performance Sales Teams written by Ken Thoreson and has been published by Sales Gravy Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-02 with Business & Economics categories.
In Your Sales Management Guru's Guide series, sales management expert Ken Thoreson teaches sales leaders the essentials for leading and developing high-performance sales teams. In this book you'll gain skills and techniques for leading and managing your sales team to the next level. There are 39 chapters literally jammed with hundreds of proven ideas that address every aspect of sales management. Plus a bonus section: The job of sales management, a prescriptive approach to building predictive revenue-a must read by every sales manager. You'll Learn: How to Build a High-performance Sales CultureHow to Make Monday Morning Sales Meetings CountWhy Leadership MattersHow to Create Your Own Sales Certification PlansHow to Develop Sales Compensation Plans that WorkHow to Lead Sales Contests that Increase Sales and Build TeamworkHow to Measure and Manage Sales ActivityHow to Uncover Leading Indicators that Predict RevenueHow to Build a Self-managed Sales TeamTime Management Techniques for Sales ManagersAnd much more . . . Praise for Your Sales Management Guru's Guide "If you're a crazy-busy sales manager and constantly worried about reaching your revenue goals, follow Ken Thoreson's savvy advice to create a high-performance sales organization." - Jill Konrath, Author of SNAP Selling and Selling to Big Companies "Ken Thoreson has hit it out of the park with his Your Sales Management Guru's Guide series. If you are serious about taking your sales team to the next level read these books!" - Jeb Blount, Author of People Buy You and Power Principles About The Author Ken Thoreson is a sales management thought leader who has a passion for developing and implementing creative sales management strategies designed to build high-performance sales teams. As president of Acumen Management Group he helps clients ranging from early stage to Fortune 500 develop winning sales management strategies.
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.
Hire Right Higher Profits
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Author : Lee B. Salz
language : en
Publisher: CreateSpace
Release Date : 2014-01
Hire Right Higher Profits written by Lee B. Salz and has been published by CreateSpace this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-01 with Business & Economics categories.
"Unless your product sells itself, your sales force determines your ultimate success. Lee Salz is spot on in his assessment of the importance of viewing salespeople as a major investment in your business." - Harvey Mackay, author of the #1 New York Times bestseller Swim With The Sharks Without Being Eaten Alive "The most insightful and most complete book on hiring the RIGHT salesperson I have ever seen (or read). If you need great salespeople, this book is not an option, it's an imperative!" - Jeffrey Gitomer, author of 21.5 Unbreakable Laws of Selling "The challenge in building a strong sales organization has always been in identifying and retaining the right talent. Hire Right, Higher Profits looks past the hype. It recognizes that success is about process, and involves more sweat than inspiration. This book offers a detailed and sound process that will deliver consistent results." – Howard Stevens, Chairman, Chally Group Worldwide ***** Hired and fired... It's the revolving door on sales teams. Executives hire what they believe to be great salespeople, but the results never come – and the salespeople are let go. This perpetual cycle eradicates profits, makes revenue targets pipe dreams, and has sales leaders pulling out their hair in frustration. Despite these issues, executives continue to try to "hire great salespeople." That three-word expression is exactly what Hire Right, Higher Profits is all about. Sales management strategist, Lee Salz begins the book by challenging readers with the $25,000 Revenue Test which most executives fail. Then, he hits readers between the eyes with the statement "there are no great salespeople" and offers proof of it! He also cautions those executives – who view the competition as their primary sales talent source – of its risks. But Salz doesn't stop there! He challenges executives to shift their perspective from hiring salespeople to investing in revenue. Each salesperson represents a revenue investment made by the company with the core objective of receiving a fast, high return on it – no different than when companies invest in sales strategies, tactics, and ideas to grow revenue. Hire Right, Higher Profits teaches executives how to determine what type of revenue investment is needed, evaluate revenue investment candidates and get a fast, high return on the investment made in their new salespeople. The book is a step-by-step, practical guide teaching you how to implement the revenue investment concept – impacting both the top and bottom lines. It's a fun, educational read and is chock-full of stories as you learn how to: * Shift your executive team's perspective from hiring salespeople to investing in revenue * Identify the factors that affect revenue investment performance – the causes of a salesperson's success or failure in the role * Assemble a Revenue Investment Evaluation Program to contrast candidates with the performance factors * Scrutinize a Revenue Investment Prospectus – a salesperson's resume – to get to the truth * Evaluate candidates so you select the right salespeople for revenue investments * Protect the revenue investment through structured sales onboarding * Design sales onboarding curriculum to get a fast, high return on the new revenue investments * Assess revenue investment performance both during and post-onboarding The methodology presented in Hire Right, Higher Profits can be implemented in any company, in any industry, of any size. The book is not based on scientific studies, but rather on real-world, field-tested sales management practices that Lee Salz has developed and used for over twenty years with both his sales teams and for clients. Whether you are a seasoned executive or new sales manager, this book has everything you need to build a world-class sales force.
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 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.
The Sales Manager S Guide To Greatness
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Author : Kevin F. Davis
language : en
Publisher: Greenleaf Book Group
Release Date : 2017-03-28
The Sales Manager S Guide To Greatness written by Kevin F. Davis 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 2017-03-28 with Business & Economics categories.
2018 Axiom Business Book Award Winner, Silver Medal Straightforward advice for taking your sales team to the next level! If your sales team isn’t producing the results expected, the pressure is on you to fix the situation fast. One option is to replace salespeople. A better option is for you to optimize your performance as a sales leader. In The Sales Manager’s Guide to Greatness, sales management consultant Kevin F. Davis offers 10 proven and distinctly practical strategies, skills, and tools for overcoming the most challenging obstacles sales managers face and moving your team ahead of the pack. This book will help you: Learn the 6 sales rep instincts that can cripple your management effectiveness, and replace these instincts with a more powerful leadership mindset – true sales leadership begins with improving the leader within Stop getting bogged down by distractions, become more proactive, and find more time to coach, lead, and inspire your salespeople Get every salesperson on your team to be more accountable and driven to achieve breakthrough sales results Master the 7 keys to hiring great salespeople Create a more customer-driven sales team by blending the buyer’s journey into your sales process Speed up the improvement of your team by mastering the 7 keys to achieving better coaching outcomes Excel at the most challenging coaching conversation you face – how to solve a sales performance problem that is caused by a rep’s lousy attitude Attain higher win-rates by intervening as a coach at the most critical stages of a buying cycle, quickly identify opportunities at risk, and coach more deals to the close Discover why so many salespeople fail at sales forecasting and how to impress your company’s upper management by submitting more accurate forecasts And much more… You can apply the strategies outlined in this book immediately to take control of your time and priorities as a sales manager, become more strategic, deliver high-performance coaching that grows revenues, and ultimately drive your team to greatness.
Seven Steps To Success For Sales Managers Paperback
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Author : Max F. Cates
language : en
Publisher: Financial Times/Prentice Hall
Release Date : 2018-01-18
Seven Steps To Success For Sales Managers Paperback written by Max F. Cates and has been published by Financial Times/Prentice Hall this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-01-18 with Sales management 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 Management The Brian Tracy Success Library
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Author : Brian Tracy
language : en
Publisher: AMACOM
Release Date : 2015-07-08
Sales Management The Brian Tracy Success Library written by Brian Tracy and has been published by AMACOM this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-07-08 with Business & Economics categories.
The pressure surrounding the sales manager is intense. Given the task of recruiting, managing, and motivating a top team of high-performing sales professions, so much of the sales manager’s success is dependent on others. Or is it?Sales expert Brian Tracy has spent decades studying the most successful sales managers and professionals in every industry. In this indispensable pocket-sized resource, he has encapsulated 6 key characteristics of a winning sales team. In Sales Management, he distills these simple but powerful strategies so that sales managers can learn how to:• Select and recruit sales champions• Establish clear objectives• Inspire singleness of purpose• Motivate people with the right incentives• Develop winners through continuous coaching and training• Conduct game-changing performance reviews• De-hire poor performers• And moreDon’t leave your success as a sales manager in the hands of others. Learn today how YOU can increase your sales team’s effectiveness, improve their bottom line, and advance your own career in the process.
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.