Fortify Your Sales Force: Leading and Training Exceptional Teams
How can organizations provide the right sales training to the right sales people at the right time? This book is filled with a diverse collection of case studies from top companies and provides a practical road map and the proven tools for organizations that want to implement a winning sales training program. The book offers helpful techniques and tips on how to successfully execute sales training with limited resources and cut budgets. It provides how-to guidelines for successful sales training in a down economy. It is written by 13 experts who have experience selling and have managed sales people. The contributors have combined experience of improving sales performance of over 120 years.
The book contributors are Bob Rickert, Jim Graham, Teresa Hiatt, Michael Rockelmann, Maris Edelson, Susan Onaitis, Susanne Conrad, Rick Wills, Ken Phillips, Trish Uhl, Gary Summy, Lanie Jordan, and Renie McClay.
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activities approach areas assessment audience behavior blog budget build challenges clients coaching collaboration communication company’s competency model corporate cost create credibility customer engaged customer relationship management customer’s decision deliver discussion e-learning effectiveness scores employees ensure executive expectations Facebook follow-up Fortify Your Sales gaps goals identify important improve industry investment job tasks knowledge Learning Objectives line leader LinkedIn metrics Micro-Blogging numbers on-boarding outcomes participants performance person position problem product or service profit questions relationships Reps Using Structured responsibility revenue role sales calls Sales Force sales leaders sales managers sales meetings sales process sales rep Sales Skills sales team sales training salespeople selling senior management session share social media social networking solution spaced repetition strategies success Support for Sales target team members topics trainers training program understand virtual teams webcast