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This book provides sales management with a new steering tool that is oriented toward future revenue and profits while setting new, concise, and directly applicable work frames. These work frames are necessary because many companies feel that their spending on training their sales force is a waste of time and money; they complain about the lack of improvement and continued low performance. The authors explain why the outlook for current sales steering - as it is practiced in many companies acting on an international scale - is rather bleak and why this highly dissatisfactory entrepreneurial situation must be urgently corrected. These leadership deficits can, from the authors' point of view, be compensated only with the installation of a mindset and a scope of action that is strictly aligned toward company success: sales steering by result framing.
List of contents
The exigency of a new sales steering by result framing.- The benefits of result frames: orientation, project steering, global usage, no unproductive data flood, action impulses instead of ex-post intelligence.- How result frames replace motivation and why they take hold faster than change processes.- The innovative force of the eight sales steering Instruments: points of difference, potential lines, winning customers, potential matrix, political poster, success platform, negotiation, charisma.- Practical use of sales steering instruments: variable utilization of instruments, implementation in pragmatic action programs, helpful drivers, obstructive snares.
About the author
Wolf W. Lasko, Jahrgang 1953, Diplom-Ingeneur und Diplom-Kaufmann, ist geschäftsführender Gesellschafter von Winner's Edge, Gesellschaft für Führungs-, Strategie- und Verkaufscoaching mbH, und Geschäftsführer der European Academy & Research for NlP & More GmbH. Zu seinen besonderen Beratungsschwerpunkten zählt die Umsetzung von Veränderungsprozessen in Unternehmen. Neben seinen zahlreichen Publikationen zu Kommunikation, Sales, Leadership und Management widmet sich Wolf W. Lasko auch der philosophischen Dimension unternehmerischen Denkens und Handelns
Dr. Lara M. Lasko, Diplom-Kauffrau (FH) / MBA, ist geschäftsführende Gesellschafterin der Think Result GmbH, Schweiz. Das Beratungsunternehmen ist spezialisiert auf Sales und Konzeption mit dem Schwerpunkt internationale Vertriebssteuerung.
Summary
This book provides sales management with a new steering tool that is oriented toward future revenue and profits while setting new, concise, and directly applicable work frames. These work frames are necessary because many companies feel that their spending on training their sales force is a waste of time and money; they complain about the lack of improvement and continued low performance. The authors explain why the outlook for current sales steering – as it is practiced in many companies acting on an international scale – is rather bleak and why this highly dissatisfactory entrepreneurial situation must be urgently corrected. These leadership deficits can, from the authors’ point of view, be compensated only with the installation of a mindset and a scope of action that is strictly aligned toward company success: sales steering by result framing.
