This motivational and highly practical book bridges the old world of sales management and the new challenges faced in today's sales climate. Making plenty of room for new ideas, this book provides a litany of successful secrets that can be carried into the 21st century--dealing with personal and professional vision, leadership capability, effective goal setting, insightful recruitment techniques, capable training, and outstanding motivation.
This motivational and highly practical book bridges the old world of sales management and the new challenges faced in today's sales climate. Making plenty of room for new ideas, this book provides a litany of successful secrets that can be carried into the 21st century--dealing with personal and professional vision, leadership capability, effective goal setting, insightful recruitment techniques, capable training, and outstanding motivation.
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
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
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