All Star Sales Teams: 8 Steps to Spectacular Success Using Goals, Values, Vision, and RewardsAll Star Sales Teams focuses on molding the sales team into an organization's most productive nucleus. This book uniquely integrates critical development, organizational, and compensation concepts into practical, day-to-day processes. It also answers eight key questions that define successful sales and reward structures: * What methods most clearly communicate sales objectives? * How do you make sure that new products or services reinforce the organization's vision, strategy, and operating style? * What critical information does management need about how the marketplace rewards comparable delivery teams? * What tactics boost the effectiveness of sales rewards? * How can leaders maximize sales management strengths and neutralize weaknesses? * How does a company fully engage its sales representatives? * What functional areas ought to participate in designing sales rewards? * How can an organization minimize design complexity? This comprehensive book benefits anyone who manages a sales force, influences their company's strategy and staff productivity, or is critical in sustaining the culture of selling throughout an organization. It also provides a needed blueprint for achieving a dynamic sales environment and a satisfied and productive team of selling all-stars. |
Contents
| 7 | |
| 11 | |
Tailoring a Compensation Plan | 37 |
Getting What You Need | 59 |
Controlling Expectations | 87 |
Capitalizing on Their Strengths | 115 |
Keeping Them Engaged | 145 |
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All Star Sales Teams: 8 Steps to Spectacular Success Using Goals, Values ... Dan Kleinman Limited preview - 2008 |
Common terms and phrases
achieved action activity aligned answer approach asked assessment become behavior better bonus building challenges Chicken collaborative comes commission communication company’s compensation complex considered continue cost create critical decisions direction effective elements engagement environment established event executive exist expectations experience feel focus function goals going impact incentive increase individual influence initial issues keep look measures meeting move needs never objectives offered operating opportunity organization overall participants percent performance person position potential practice present problem questions reason reflect reinforce relationship representative requires responsibility reward role Rubber salary sales compensation sales manager sales staff selling sense situation skills sources specific structure style success survey tion trust understanding variable vision