Fortify Your Sales Force: Leading and Training Exceptional Teams

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John Wiley & Sons, Jan 28, 2010 - Business & Economics - 380 pages
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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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Contents

Winning Leadership Support for Sales Initiatives
23
A Guide to Building Your
45
Develop Sales Reps Using Structured Feedback
67
Determining the Right Solution
93
Get Them to Use It
123
Did They Use It?
141
Collaborative Partnership to Maximize
161
The Heavy Lifters in Training
181
You Dont Get a Second
199
Raise the Roof Sales Meetings
235
Successfully Leading Virtual Sales Teams
261
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About the author (2010)

Renie McClay has managed sales training for three Fortune 500 Companies, including Kraft, Novartis, and Pactiv (makers of Hefty). She spent 20 years in sales, account management, sales management, and sales training roles with Kraft. She has hired and managed sales teams and sales trainers. Her company, Inspired Learning, helps companies to design and deliver programs and curriculum for new and veteran sales people and sales management globally. Renie is a past president of SMT: Center for Sales Excellence and the author of Sales Training Solutions, 10 Steps to Successful Teams, and The Essential Guide to Training Global Audiences.

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