Name: You Can Always Sell More
Brand: John Wiley & Sons
SKU: 9780471739159
Price: 280.00 HKD
Availability: OutOfStock
Author: Jim Pancero
ISBN: 9780471739159

You Can Always Sell More How to Improve Any Sales Force

By Jim Pancero

John Wiley & Sons October 2005

Specifications

ISBN-13: 9780471739159
Publisher: John Wiley & Sons
Publication: October 2005
Format: Hardback , 320 pages
Jurisdiction: International ? Countri(es) for reference only

Details

The sales manager's step-by-step guide to better team performance

As an experienced sales manager, how do you improve your team's performance? Which selling skills, developed to their fullest potential, have the greatest impact on revenues and profitability? You Can Always Sell More will guide you through a proven step-by-step system for evaluating, training, and coaching your sales force. It will help you establish a simple and effective evaluation and improvement planning process for even your most successful salespeople. Proven in a wide array of industries, this will also show you how to improve your ability to coach and lead a team of sales professionals.

Table of Contents

Acknowledgments.

Introduction.

Section I: Are You and Your Sales Organization Good Enough to Get Better?

Chapter 1: Why Is It So Hard to Improve a Sales Force—and Why Do We Tend to Lose It Once We Change It?

Chapter 2: Is Your Senior Management Creating and Supporting a Positive Sales Culture That Allows Your Sales Team to Be Successful?

Chapter 3: The Six Commitments Necessary to Generate Long-Term Change and Success Within a Sales Force.

Chapter 4: Applying the Concepts of ISO 9000 to Improve the Consistency and Quality of Your Sales Team.

SECTION II: Strengthening Your Central Leadership Values to Increase Your Personal Sales Leadership Skills.

Chapter 5: Are You Prepared, and Have You Earned the Right to Coach and Lead a Sales Team?

Chapter 6: Mastering Your First Central Leadership Value: Being a Leader instead of Just the Lead Doer.

Chapter 7: Mastering Your Second Central Leadership Value—Being Balanced as a Coach, Disciplinarian, and Number Cruncher.

Chapter 8: Mastering Your Third Central Leadership Value—Having Empathy, Loyalty, and Trust in Your Sales Team.

Chapter 9: Mastering Your Fourth Central Leadership Value—Being a Leadership Visionary.

Chapter 10: Mastering Your Fifth Central Leadership Value—Believing in the Structures of Selling.

SECTION III: How to Improve Your Personal Sales Leadership Skills.

Chapter 11: Using the Sales Leadership Evaluation to Evaluate, Prioritize, and Develop Your Sales Leadership Abilities.

Chapter 12: Evaluating Your Sales Leadership Abilities as an Administrator, Problem Solver, and Disciplinarian.

Chapter 13: Evaluating Your Sales Leadership Ability to Build and Retain a Sales Team.

Chapter 14: Evaluating Your Sales Leadership Abilities.

Chapter 15: Evaluating Your Sales Leadership Ability to Be a Coach and Strategist of Your Selling Process.

Chapter 16: Suggestions to Improve Your Sales Leadership Skills and Effectiveness.

SECTION IV: How to Improve a Salesperson’s Selling Skills and Abilities.

Chapter 17: Evaluating a Salesperson’s Operational Selling Skills and Abilities.

Chapter 18: Evaluating a Salesperson’s Tactical Selling Skills and Abilities.

Chapter 19: Evaluating a Salesperson’s Strategic Positioning Selling Skills and Abilities.

Chapter 20: Suggestions to Improve a Salesperson’s Selling Skills and Effectiveness.

SECTION V: Developing a Successful Sales Team Improvement Strategy.

Chapter 21: Evaluate Your Sales Force in an Open and Honest Environment.

Chapter 22: Design Your Ongoing Sales Improvement Strategy.

Chapter 23: Implement a Learning Growth Strategy for Each Sales Team Member.

Chapter 24: Track Sales Team Members’ Improvements by Utilizing a Comprehensive Sales Performance Tracking System.

Chapter 25: Lead Your Sales Team by Ongoing Coaching of Your Defined Selling Best Practices.

SECTION VI: Are You and Your Sales Team Ready to Get Better?

Chapter 26: So Now What?

Appendix.

Index.

About the Author

JIM PANCERO is the founder of one of the country's most advanced sales and sales management training and consulting firms. During his thirty-five year career he has trained more than 200,000 corporate sales professionals, association attendees, and graduate-level students. His unique training ideas have been implemented by hundreds of well-known companies. An in-demand consultant and professional speaker, he is a member of the National Speakers Association's Speaker Hall of Fame.