You Can Always Sell More: How to Improve Any Sales Force

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John Wiley & Sons, Apr 20, 2006 - Business & Economics - 320 pages
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The sales manager's step-by-step guide to better team performance

As an experienced sales manager, how do you improve your team's performance? Which selling skills, developed to their fullest potential, have the greatest impact on revenues and profitability? You Can Always Sell More will guide you through a proven step-by-step system for evaluating, training, and coaching your sales force. It will help you establish a simple and effective evaluation and improvement planning process for even your most successful salespeople. Proven in a wide array of industries, this will also show you how to improve your ability to coach and lead a team of sales professionals.

Jim Pancero (Eden Prairie, MN) is the founder of one of the country's most advanced sales and sales management training and consulting firms. He has conducted training sessions for over 200,000 experienced corporate sales-team members, association attendees, and graduate-level university students.

 

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Contents

Section I Are You and Your Sales Organization Good Enough to Get Better?
1
Section II Strengthening Your Central Leadership Values to Increase Your Personal Sales Leadership Skills
49
Section III How to Improve Your Personal Sales Leadership Skills
107
Section IV How to Improve a Salespersons Selling Skills and Abilities
169
Section V Developing a Successful Sales Team Improvement Strategy
229
Section VI Are You and Your Sales Team Ready to Get Better?
285
APPENDIX
291
INDEX
295
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About the author (2006)

JIM PANCERO is the founder of one of the country's most advanced sales and sales management training and consulting firms. During his thirty-five year career he has trained more than 200,000 corporate sales professionals, association attendees, and graduate-level students. His unique training ideas have been implemented by hundreds of well-known companies. An in-demand consultant and professional speaker, he is a member of the National Speakers Association's Speaker Hall of Fame.

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