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A practical, hands-on guide to sales management, 7 Secrets to Successful Sales Management presents an integrated approach to sales management. It combines the author's years of management experience with innovative, cutting-edge strategies for motivating the sales force, recruiting quality salespeople, and training new employees. The author focuses on key factors that sales managers can use to boost sales and maximize productivity and clearly explains concepts such as team selling, ethics, customer service, and conflict resolution. The book provides a step-by-step approach to performance management and effective motivation.
List of contents
THE SALES MANAGER LOOKS AHEADThe Seven Secrets Will Sound FamiliarService, Service, ServiceProblem SolvingLearning to Spot New OpportunitiesTHE SEVEN SECRETSSECRET NO. 1-VISIONWho Are Some People with Vision?Planning Versus VisionThe Visioning ExperienceThe Importance of Personal VisionSECRET NO. 2-LEADERSHIPLearning to Be a LeaderLeaders Are Not Born, They Are MadeTraining for LeadershipLeaders Work Smarter, Not HarderThe Societal Disease of Our TimeThe Next Generation of LeadersThe Secrets of Effective People and CompaniesSources of Employee StressA Few Nuggets to Mine from the Minds of America's Best Sales ManagersSECRET NO. 3-GOALS-YOU MUST HAVE THEMHey, I've Got Goals--In My Head!Goal Setting is MotivatingApplying SMART to SalesAlone or Part of the TeamA Matter of DisappointmentIt's All About PicesHow to Coach your Salespeople to Score a Field Goal on Every Sales CallSECRET NO. 4-RECRUITING, SELECTING, and HIRING WINNERSPicking a WinnerPutting the Excel into ExcellenceRecruiting ChecklistFive Selection Standards and Some Interview Questions for Best ResultsSECRET NO. 5-TRAINING THE WINNERSThe 7 Principles of Adult LearningThe ABCs of Verbal and Physical CommunicationLearning to TrainLearning to Develop PeopleBackground of Sales Skill Development CurveA Four-Step Training ProcessLearning from ExperiencLearning to DelegateLearning to Change Behavior through ExperienceThe Four Levels of LearningThe Seven Areas of Training New Sales PeopleThe AICCF FormulaThe AMPSA FormulaLearning About CommunicationThe Cost of Training New SalespeopleThanks...For the Money!Learn by Teaching; Teach by LearningSECRET NO. 6-COACHING YOUR TEAMRules of Good CoachingThe Skills of Good CoachingCoaching Problems and SolutionsThe Team Approach to Selling and ManagingT
About the author
Jack D. Wilner
Summary
Presents an integrated approach to sales management. This practical guide combines the author's years of management experience with strategies for motivating the sales force, recruiting quality salespeople, and training new employees. It focuses on key factors that sales managers can use to boost sales and maximize productivity.
