Make Winning a Habit: 20 Best Practices of the World's Greatest Sales Forces

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McGraw Hill Professional, Apr 19, 2006 - Business & Economics - 240 pages

A master of the complex sale and a bestselling author, Rick Page is also one of the most experienced sales consultants and trainers in the world. Make Winning A Habit defines the gap between what companies know to do and how they consistently perform.

Page clearly identifies five “Ts” of transformation: Talent, Technique, Teamwork, Technology and Trust. These five elements, when fully developed and integrated into the sales and marketing organization, begin to create the habit of winning over customers in every industry. Stories of successes-and failures-from members of prominent companies help you apply the five “Ts” to your company's culture, and point the way to more effective plans for motivating employees, building and coaching winning teams, and improving hiring processes.

Then, with the use of Page's assessment scorecard, you can compare your company with some of the strategies and practices of the best sales forces in the world. Designed to gauge your organization's effectiveness and further develop breakthrough sales growth, this scorecard highlights your strengths and weaknesses, helping you bridge the gap between where you are and where you need to be.

You'll also learn about:

  • The “Deadly Dozen” (pains sales managers feel today) and how they can kill business
  • A ten-point process for identifying and hiring nothing less than “A” players
  • The 8 “ates” of managing strategic accounts and how they will maximize revenue and elevate relationships
  • How to identify and correct the six most common areas of poor individual sales performance

With Make Winning A Habit, you'll discover the obstacles between you and the consistent sales performance you can achieve-and find the tools to not only make success a habit, but one that will keep growing with your business.

 

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Contents

Pathway to Perpetual Advantage
15
Defining the Scorecard
35
Talent
47
Technique
85
Teamwork
125
Technology
149
Trust
193
TransformationMaking It Stick
221
AppendixReview
251
Index
261
Copyright

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Popular passages

Page 15 - In preparing for battle I have always found that plans are useless, but planning is indispensable.
Page 125 - Individual commitment to a group effort — that is what makes a team work, a company work, a society work, a civilization work.
Page 15 - a good plan violently executed now is better than a perfect plan executed next week.
Page 30 - If you can't describe what you are doing as a process, you don't know what you're doing.
Page 76 - To be conscious that you are ignorant is a great step to knowledge.
Page 221 - Culture In the final analysis, change sticks when it becomes "the way we do things around here," when it seeps into the bloodstream of the corporate body. Until new behaviors are rooted in social norms and shared values, they are subject to degradation as soon as the pressure for change is removed. Two factors are particularly important in institutionalizing change in corporate culture.
Page 71 - If you would have a happy family life, remember two things, — in matters of principle, stand like a rock ; in matters of taste, swim with the current.
Page 72 - The will to win is important, but the will to prepare is vital.
Page 149 - It has become appallingly obvious that our technology has exceeded our humanity.
Page 55 - You know, it's not what you pay a man but what he costs you that counts...

About the author (2006)

Rick Page, founder of the renowned consulting firm The Complex Sale, Inc., provides sales and methodology training to more than 50,000 sales reps worldwide. His firm has worked with over 300 of the top sales organizations in over 50 countries in all industries. Page's previous book, Hope Is Not a Strategy, is a national bestseller. For more information, visit www.complexsale.com.

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