You can always sell more
Subtitle: how to improve any sales force
By: Jim Pancero.
Publisher: Wiley
Published: 2006
Place of publication: Hoboken, N.J
Language: eng
Number of pages: 302
Subjects: Selling; Sales management; Sales personnel; Verkooptechnieken
Notes: Includes index.
Table of contents: title: Why is it so hard to improve a sales force...and why do we tend to lose it once we change it?; title: Is your senior management creating and supporting a positive "sales culture" that allows your sales team to be successful?; title: The six commitments necessary to generate long-term change and success within a sales force; title: Applying the concepts of iso 9000 to improve the consistency and quality of your sales team; title: Overview: strengthening your central leadership values to increase your personal sales leadership skills; title: Are you prepared, and have you earned the right to coach and lead a sales team?; title: Mastering your first central leadership value- being a "leader" instead of just the "lead doer"; title: Mastering your second leadership value- being balanced as a coach, disciplinarian, and number cruncher; title: Mastering your third central leadership value-having empathy, loyalty, and trust in your sales team; title: Mastering your fourth central leadership value-being a "leadership visionary"; title: Mastering your fifth central leadership value-believing in the structures of selling; title: Overview: how to improve your personal sales leadership skills; title: Using the sales leadership evaluation to evaluate, prioritize, and develop your sales leadership abilities; title: Evaluating your sales leadership abilities as an administrator, problem solver, and disciplinarian; title: Evaluating your sales leadership ability to build and retain a sales team; title: Evaluating your sales leadership ability to lead; title: Evaluating your sales leadership ability to be a coach and strategist of your selling process; title: Suggestions to improve your sales leadership skills and effectiveness; title: Overview: how to improve a sales person's selling skills and abilities; title: Evaluating a salesperson's operational selling skills and abilities; title: Evaluating a salesperson's tactical selling skills and abilities; title: Evaluating a sales person's strategic positioning selling skills and abilities; title: Suggestions to improve a sales person's selling skills and effectiveness; title: Overview: developing a successful sales team improvement strategy; title: Evaluate your sales force in an open and honest environment; title: Design your ongoing sales improvement strategy; title: Implement a "learning growth strategy" for each sales team member; title: Track sales team member's improvements by utilizing a comprehensive "sales performance tracking system"; title: Lead your sales team by ongoing coaching of your defined "selling best practices"; title: Overview: are you and your sales team ready to get better?; title: So now what?.