Make Winning a Habit: 20 Best Practices of the World's Greatest Sales Forces
McGraw-Hill Professional (Verlag)
978-0-07-146502-1 (ISBN)
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A master of the complex sale and a bestselling author, Rick Page is also one of the most experienced sales consultants and trainers in the world. Make Winning A Habit defines the gap between what companies know to do and how they consistently perform.
Page clearly identifies five “Ts” of transformation: Talent, Technique, Teamwork, Technology and Trust. These five elements, when fully developed and integrated into the sales and marketing organization, begin to create the habit of winning over customers in every industry. Stories of successes-and failures-from members of prominent companies help you apply the five “Ts” to your company's culture, and point the way to more effective plans for motivating employees, building and coaching winning teams, and improving hiring processes.
Then, with the use of Page's assessment scorecard, you can compare your company with some of the strategies and practices of the best sales forces in the world. Designed to gauge your organization's effectiveness and further develop breakthrough sales growth, this scorecard highlights your strengths and weaknesses, helping you bridge the gap between where you are and where you need to be.
You'll also learn about:
The “Deadly Dozen” (pains sales managers feel today) and how they can kill businessA ten-point process for identifying and hiring nothing less than “A” playersThe 8 “ates” of managing strategic accounts and how they will maximize revenue and elevate relationshipsHow to identify and correct the six most common areas of poor individual sales performance
With Make Winning A Habit, you'll discover the obstacles between you and the consistent sales performance you can achieve-and find the tools to not only make success a habit, but one that will keep growing with your business.
Rick Page, founder of the renowned consulting firm The Complex Sale, Inc., provides sales and methodology training to more than 50,000 sales reps worldwide. His firm has worked with over 300 of the top sales organizations in over 50 countries in all industries. Page's previous book, Hope Is Not a Strategy, is a national bestseller. For more information, visit www.complexsale.com.
The 16 Biggest Pains Sales Managers Feel Today How Salespeople Learn: C.A.S.H. Learning Model Defining the Scorecard - What Are We Looking For? Finding and Hiring the Hunter The Farmer-Partner's New Job The Industry Networked Consultant - The Seventh Level of Sales Talent A System is Not a Strategy Either Beyond the Contact Manager - Leading the Team Building the Arsenal of Competitive Advantage One-on-One Skills - The Foundations of Selling Winning Competitive Evaluations Where Do We Invest Our Time and Resources? Dominating the Account Arrows in the Quiver - Focused Sales Messaging Character -The Gateway to Trust; The Pillars of Personal Trust Love 'Em or Help 'Em - Relationships Alone Are Not Enough From Preference to Trust - Winning Before the Battle Branding, and Company-to-Company Trust From Loners to Leaders Today's Salesperson: The CEO of a Virtual Corporation The Top 10 Obstacles to Effective Account Management Vertical Market Team Selling Section 7: How Do You Stack Up? The Organisational Sales Scorecard Change Management - Implementing Sales Effectiveness Processes That Last
| Erscheint lt. Verlag | 16.4.2006 |
|---|---|
| Sprache | englisch |
| Maße | 160 x 231 mm |
| Gewicht | 558 g |
| Themenwelt | Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb |
| ISBN-10 | 0-07-146502-2 / 0071465022 |
| ISBN-13 | 978-0-07-146502-1 / 9780071465021 |
| Zustand | Neuware |
| Informationen gemäß Produktsicherheitsverordnung (GPSR) | |
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