Smart Sales Manager: The Ultimate Playbook for Building and Running a High-Performance Inside Sales Team
Amacom (Verlag)
978-0-8144-3283-9 (ISBN)
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Inside sales is overtaking field sales—and driving profits! Businesses now rely on it to generate up to 50% of their revenue. The exploding demand for inside sales leaders means that top reps are being promoted even if they are unprepared for management. Despite their expertise with traditional techniques, many don’t “get” the new world of Sales 2.0. They don’t know how to train their teams in social selling, digital communications, and disruptive content creation, skills that are absolutely vital in today’s sales environment. The pressure to produce can be crushing, but the guidance provided has been minimal…until now. Smart Sales Manager shows readers 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.Complete with real-life examples and smart sales strategies, this indispensable resource will bring managers up to speed fast.
Josiane Chriqui Feigon is President and Founder of TeleSmart Communications and a leading expert on inside sales management. She is the author of the popular book, Smart Selling on the Phone and Online.
CONTENTS
ACKNOWLEDGMENTS
INTRODUCTION Managing Inside Sales in a 2.0 World
Managing in the Sales 2.0 Ecosystem
A Book Written Just for You
PART ONE
THE NEW NORMAL: MANAGING THE SALES 2.0 ECOSYSTEM
CHAPTER 1 Customer 2.0 Is Mad as Hell: Understanding the
New Independent Buyer
Meet the New Customer 2.0
Decoding Customer 2.0
The Team Meeting: Take Two
Management Tips
CHAPTER 2 Talent 2.0: Why Millennials Make a Winning Team of
Disruptive Inside Sales Superheroes 23
Meet Talent 2.0
Decoding Talent 2.0
The Kickoff Meeting: Take Two
Management Tips
CHAPTER 3 Tool Power 2.0: Sales 2.0 at Work
The Power of Tools
Tool Fuel Powers the Entire Sales Cycle
How Tools Help Make Sales
Tools: Take Two
Management Tips
CHAPTER 4 Prospecting 2.0: Inside Sales Superheroes in Action
Building an Intelligent Prospecting 2.0 Strategy
Outbound Call Campaigns and Blitzing
Lead Generation and Content Nurturing
Sales Skills Alignment
Managing Your Team for Prospecting 2.0
Prospecting Superheroes: Take Two
Management Tips
PART TWO
THE COMPASSIONATE MANAGER 2.0: YOUR PLAYBOOK FOR BUILDING
AN EFFECTIVE HIRING, TRAINING, AND COACHIING ECOSYSTEM
CHAPTER 5 Hiring Superheroes: The Talent Building Blocks of
an Inside Sales Organization
Why Hiring Is So Difficult
Nine Essentials to Developing an ?Always-Be-Recruiting?
Ecosystem
The Recruitment: Take Two
Management Tips
Chapter 6 Training the Talent: Making Training Stick and
Giving It Legs
Why Training Is Low on the Priority List
Building a Sustainable Training Infrastructure
Determining the Appropriate Sales Training Curriculum for
Your Team
Choosing a Vendor Whose Primary Service Offering Is
Inside Sales Training
Selecting a Vendor That Incorporates the Sales 2.0
Ecosystem into Training
Why Managers Need to Attend Team Trainings
The Training Session: Take Two
Management Tips
CHAPTER 7 Ready, Set, Coach! Building an Integrated
Coaching Program
Structuring an Integrated Coaching Program
Creating a Trust-Based Coaching Culture
Calibrating Calls
Compassionate Coaching Three Ways: In-Cube, Group, and
Remote
Who Gets Coaching: Stack-Ranking Your Team
Ready, Set . . . Build Your Coaching Plan
The Coaching Dilemma: Take Two
Management Tips
CHAPTER 8 You?re the Coach: Listening, Learning, and
Giving Feedback
Your Team in the Four Zones of Listening and Learning
Coaching in the Four Zones
Poorly Delivered Feedback Does Not Get Heard
Coaching the Classic Inside Sales Personalities
Coaching Feedback: Take Two
Management Tips
CHAPTER 9 Metrics 2.0: Call Activity Gets a Makeover
When Sales Metrics Go Bad
A Metrics Makeover for the New Normal
All-Hands Team Meeting: Take Two
Management Tips
PART THREE
MOTIVATE FAST! SMART SALES MANAGER 2.0
CHAPTER 10 Flex Your Influence! Smart Strategies for Team Meetings
Start Strong, Stay Strong
Use the Whole Meeting Space
Watch Your Body Language
Let Your Tone Set the Mood
Make It All About the Meeting Agenda
Create Cohesive Team Dynamics
Ask Compelling Questions
Listen from the Observation Deck
Set Late Penalties That Sting
Invite Compelling Speakers
Close with Energy
Management Tips
CHAPTER 11 Total Transparency: Smart Strategies for 1:1 Forecast
Reviews
Managers Strive for Total Forecast Accuracy
Conduct a Pipeline Inspection Based on the TeleSmart 10
Skills
Are You Feeling the Siri Effect?
Management Tips
CHAPTER 12 Contests, Spiffs, and Texts: Smart Strategies for
Motivational Makeovers
What Drives Motivation?
What Motivates Your A-B-C Performers?
Designing Contests and Spiffs
Motivational Texting 1-2-3
Team Outings
Spreading the Word = Public Displays of Fun
Management Tips
CHAPTER 13 Tough Talks: Smart Strategies and Interventions for
Low Performers and Problem Personalities
Tough Talks with Low Performers
Interventions for Problem Personalities
Put Problem Salespeople on a Performance Improvement Plan
Who Stays and Who Goes?
Management Tips
Notes
Index
| Sprache | englisch |
|---|---|
| Maße | 63 x 93 mm |
| Gewicht | 1 g |
| Themenwelt | Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb |
| ISBN-10 | 0-8144-3283-2 / 0814432832 |
| ISBN-13 | 978-0-8144-3283-9 / 9780814432839 |
| Zustand | Neuware |
| Informationen gemäß Produktsicherheitsverordnung (GPSR) | |
| Haben Sie eine Frage zum Produkt? |
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