The Sales Manager's Guide to Developing A Winning Sales Team (Sellingpower Library)
English | 2007-05-24 | ISBN: 0071475842 | 220 pages | PDF | 1 MB
English | 2007-05-24 | ISBN: 0071475842 | 220 pages | PDF | 1 MB
Cultivating a winning sales team just got easier for sales managers, thanks to this practical, hands-on guide. It's a tested system you can use to guide your salespeople on the road to continual improvement.
• Part I is written in workbook format, providing a six-step method for evaluating team member strengths and weaknesses and making performance evaluations more proactive; this section features specific tools for achieving continuous improvement, such as setting benchmarks and offering incentives
• Part II explains the essentials-including prospecting, presentations, cold calling, and more-that managers can share with team members to help them develop crucial team knowledge, skills, and motivation.