Download or read book Your Sales Management Guru s Guide To Leading High Performance Sales Teams written by Ken Thoreson and published by Sales Gravy Press. This book was released on 2011-02 with total page 212 pages. Available in PDF, EPUB and Kindle. Book excerpt: In Your Sales Management Guru's Guide series, sales management expert Ken Thoreson teaches sales leaders the essentials for leading and developing high-performance sales teams. In this book you'll gain skills and techniques for leading and managing your sales team to the next level. There are 39 chapters literally jammed with hundreds of proven ideas that address every aspect of sales management. Plus a bonus section: The job of sales management, a prescriptive approach to building predictive revenue-a must read by every sales manager. You'll Learn: How to Build a High-performance Sales CultureHow to Make Monday Morning Sales Meetings CountWhy Leadership MattersHow to Create Your Own Sales Certification PlansHow to Develop Sales Compensation Plans that WorkHow to Lead Sales Contests that Increase Sales and Build TeamworkHow to Measure and Manage Sales ActivityHow to Uncover Leading Indicators that Predict RevenueHow to Build a Self-managed Sales TeamTime Management Techniques for Sales ManagersAnd much more . . . Praise for Your Sales Management Guru's Guide "If you're a crazy-busy sales manager and constantly worried about reaching your revenue goals, follow Ken Thoreson's savvy advice to create a high-performance sales organization." - Jill Konrath, Author of SNAP Selling and Selling to Big Companies "Ken Thoreson has hit it out of the park with his Your Sales Management Guru's Guide series. If you are serious about taking your sales team to the next level read these books!" - Jeb Blount, Author of People Buy You and Power Principles About The Author Ken Thoreson is a sales management thought leader who has a passion for developing and implementing creative sales management strategies designed to build high-performance sales teams. As president of Acumen Management Group he helps clients ranging from early stage to Fortune 500 develop winning sales management strategies.

Download or read book Your Sales Management Guru s Guide to Recruiting High Performance Sales Teams written by Ken Thoreson and published by Sales Gravy Press. This book was released on 2010-12 with total page 96 pages. Available in PDF, EPUB and Kindle. Book excerpt: Hire the Best, Not Just the Best Available What's the number challenge for sales leaders and sales organizations? Recruiting and hiring top talent. While most sales organizations focus on creating a sales process to increase sales performance, they fail to develop an effective recruiting and interviewing process that attracts top talent. Then they wonder why their sales training and sales process didn't work! Finally there is a definitive resource designed to help individual sales leaders and entire organizations attract, recruit and hire high-performing salespeople. In Sales Management Guru's Guide to Recruiting High-Performance Sales Teams you'll get detailed interview scorecards, interviewing questions, and sample job descriptions. Plus a bonus section dedicated to the new hire on-boarding process. You'll also learn . . . How to develop your ideal salesperson profile How to create a sales candidate funnel Where to find top sales talent Why many sales managers get fired in less than 18 months How an Interview Scorecard screens out the "empty suit's" How to take emotion out of the interview process Why and how to use a sales case study to evaluate your candidates How to use sales assessments and why they are an important factor in selection How to properly conduct a telephone interview and use scoring list to assess talent How to use social media to evaluate sales candidates And much more . . . Praise for Your Sales Management Guru's Guide "If you're a crazy-busy sales manager and constantly worried about reaching your revenue goals, follow Ken Thoreson's savvy advice to create a high-performance sales organization." - Jill Konrath, Author of SNAP Selling and Selling to Big Companies "Ken Thoreson has hit it out of the park with his Your Sales Management Guru's Guide series. If you are serious about taking your sales team to the next level read these books!" - Jeb Blount, Author of People Buy You and Power Principles About The Author Ken Thoreson is a sales management thought leader who has a passion for developing and implementing creative sales management strategies designed to build high-performance sales teams. As president of Acumen Management Group he helps clients ranging from early stage to Fortune 500 develop winning sales management strategies.

Download or read book Your Sales Management Guru s Guide To written by Ken Thoreson and published by . This book was released on 2011-08 with total page 156 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Managing for Sales Results written by Ron Marks and published by John Wiley & Sons. This book was released on 2008-03-31 with total page 223 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book looks at various methods for recruiting salespeople, from the traditional to the radical, and shows you how to make the smartest, most profitable hiring decisions for your team. It argues that sales managers should put more emphases on coaching and recruiting, making it a priority for your sales organization. With the right recruiting and training strategies, you can find a constant stream of qualified candidates and beat your competitors to the best sales prospects.

Download or read book Super Charge Your Sales Team A Sales Manager s Guide to Effective Coaching written by Robert J. Weese and published by B2B Sales Connections Inc.. This book was released on 2019-02-04 with total page 20 pages. Available in PDF, EPUB and Kindle. Book excerpt: Are sales cycles getting longer and prospects failing to buy? Is constant discounting of the price eroding your profit margin? Are your sales people busy but not effective because they are focusing on the wrong activities? Are changes needed but you are not sure what to do? Selling has been compared to sports for years. So much so, that sales people are called the elite athletes of the business world. Why? Both professions are performance based, and their incomes are tied to their ability to consistently over achieve. Just as professional athletes need advice from expert coaches to achieve peak performance, so do sales people. As a sales manager, you are your team’s coach, and the better you are at coaching, the more successful your sales team will be. Will making an investment in your coaching skills really help? Absolutely! Leslie Schumacher of Talent Bits & Bytes reports that salespeople who are coached daily outperform other salespeople by 30%! Also, salespeople receiving ineffective coaching averaged only 83% of goal attainment, where as their performance rose to 102% when they then received effective coaching. “Coaching is a powerful tool that managers have at their disposal to improve the capability of their sales teams and that it should be a priority for developing sales talent”. (Harvard Business Review). Most sales managers would agree that coaching their sales teams is key job function contributing to their success, however few know how to do it properly. In fact, according to studies, only 7% of sales managers were found to be effective at coaching without training. This ebook looks at the key coaching activities necessary to build stronger sales teams and reach revenue goals. It’s written by Robert J. Weese, a professional sales coach with a proven history of helping sales teams reach record revenue growth. Robert, a former competitive fencer, has decades of experience working with high performance athletes, and he knows the parallels between success in sports and success in sales are rooted in the same framework. This book contains the information and the tools needed to improve your coaching skills and have an immediate positive effect on your sales results. Do you want to be a better sales manager? Then you need to be a better coach. This ebook will show you how. - "I love your coaching services Bob. You are a top pro and everything I learn I love knowing it will be practical and make sense going forward." - “I increased my average sale value by 20% and almost doubled my closing success thanks to Bob’s sales coaching - "Bob, I wanted to let you know that the sales training session I had with you this morning was the most valuable one I have ever attended." - “Hey Bob, I really enjoyed your session this week. I like that it’s so customized to exactly what I’m struggling with.” - “Bob has helped our firm tremendously and is my go-to guy for sales.”

Download or read book Sales Management Simplified written by Mike Weinberg and published by AMACOM. This book was released on 2015-10-21 with total page 243 pages. Available in PDF, EPUB and Kindle. Book excerpt: Packed with case studies, Sales Management. Simplified. offers a proven formula for prospecting, developing, and closing deals—in your time, on your terms. Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies to find the answer - and it's one that may surprise you. Typically, the issue lies not with the sales team but with how it is being led. Through their attitude and actions, senior executives and sales managers can unknowingly undermine performance. Weinberg tells it straight by calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news is that with the right guidance, results can be transformed. In Sales Management. Simplified., Weinberg teaches managers how to: Implement a simple framework for sales leadership Foster a healthy, high-performance sales culture Conduct productive meetings Put the right people in the right roles Retain top producers and remediate underperformers Point salespeople at the proper targets Blending blunt, practical advice with funny stories and examples from the field, Sales Management. Simplified. delivers the tools every sales manager needs to succeed. Managing sales doesn't have to be complicated, and the solution starts with you!

Download or read book The Sales Manager s Guide to Greatness written by Kevin F. Davis and published by Greenleaf Book Group. This book was released on 2017-03-28 with total page 248 pages. Available in PDF, EPUB and Kindle. Book excerpt: 2018 Axiom Business Book Award Winner, Silver Medal Straightforward advice for taking your sales team to the next level! ​If your sales team isn’t producing the results expected, the pressure is on you to fix the situation fast. One option is to replace salespeople. A better option is for you to optimize your performance as a sales leader. In The Sales Manager’s Guide to Greatness, sales management consultant Kevin F. Davis offers 10 proven and distinctly practical strategies, skills, and tools for overcoming the most challenging obstacles sales managers face and moving your team ahead of the pack. This book will help you: Learn the 6 sales rep instincts that can cripple your management effectiveness, and replace these instincts with a more powerful leadership mindset – true sales leadership begins with improving the leader within Stop getting bogged down by distractions, become more proactive, and find more time to coach, lead, and inspire your salespeople Get every salesperson on your team to be more accountable and driven to achieve breakthrough sales results Master the 7 keys to hiring great salespeople Create a more customer-driven sales team by blending the buyer’s journey into your sales process Speed up the improvement of your team by mastering the 7 keys to achieving better coaching outcomes Excel at the most challenging coaching conversation you face – how to solve a sales performance problem that is caused by a rep’s lousy attitude Attain higher win-rates by intervening as a coach at the most critical stages of a buying cycle, quickly identify opportunities at risk, and coach more deals to the close Discover why so many salespeople fail at sales forecasting and how to impress your company’s upper management by submitting more accurate forecasts And much more… You can apply the strategies outlined in this book immediately to take control of your time and priorities as a sales manager, become more strategic, deliver high-performance coaching that grows revenues, and ultimately drive your team to greatness.

Download or read book Emotional Intelligence for Sales Leadership written by Colleen Stanley and published by HarperCollins Leadership. This book was released on 2020-06-16 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: The best way to get ahead in sales is by developing the critical soft skills that will enable you not just survive but thrive. Chronic complainers, no accountability finger-pointers, or learning-resistant laggards—these culture-killers costs sales organizations more in productivity than being weak in the so-called hard skills of selling. Sales leadership expert Colleen Stanley shows how emotional intelligence and the development of these critical soft skills improve sales leadership effectiveness and outperforms doubling down on more sales technology tools and fads. In Emotional Intelligence for Sales Leadership, Colleen provides sales secrets that: Shows sales leaders why ‘real world’ empathy and emotion management are the key to building strong relationships with their sales team. Offers simple steps on how sales leaders create sales cultures that embrace feedback and change through the development of critical emotional intelligence skills. Provides guidance on how to identify key emotional intelligence skills needed in your hiring process to build resilient sales teams. Walks readers through the process of training sales teams on soft skills that ensure the consistent execution of the right selling behaviors. The missing link is in hiring for and developing emotional intelligence skills in sellers and sales leaders. Emotional Intelligence for Sales Leadership will connect with anyone charged with growing sales in business-to-business or business-to-consumer sales.

Download or read book The Sales Manager Guide To Getting The Best From Your Team written by Richard Parkes Cordock and published by Enterprise Leaders. This book was released on with total page 124 pages. Available in PDF, EPUB and Kindle. Book excerpt: If you are a sales manager who leads a team of salespeople, you’re under constant pressure to grow your revenue numbers and deliver results. Whether you’re a B2C regional sales manager, or the international sales director of a large B2B, your job is the same… it’s to help the sales teams you lead achieve and exceed their sales targets. Being a sales manager is a tough job. It’s not all spreadsheets and forecasts… it’s about people and teams. It’s about emotions, motivation and inspiration. It’s about picking people up when they are down... and driving them to even greater heights when they have already met their targets. Being a sales manager is about coaching, developing and nurturing a team. But how do you do that effectively? How do you create a sales team which can meet and exceed its revenue targets month on month, and year on year? Enter Enterprise LEADER.. a ‘low-cost’, ready made team development program which is proven to help sales managers like you (including branch, area, regional, territory, national, international and channel sales managers) improve team performance and sales results -- i.e. more sales, more customers, more profits, more cash, better service, better quality, better results… faster, quicker, easier and with less resources. In this short guide, you’ll learn more about Enterprise LEADER Team Development Program, and discover how you can use it in your own sales team (i.e sales reps, account executives, account managers, field sales, product specialists, etc) to unlock the potential of every team member, helping drive your sales team forward to even greater heights. You’ll discover how sales managers around the world are using Enterprise LEADER to fill each salesperson with the confidence they need to reach even the most challenging of stretch goals. Whether the sales team you lead sells ball bearings, beer, books or bonds, or TVs, tractors, transistors or training (or any other product or service you can think of), the ideas in this book will work for you.

Download or read book The 5 Best Practices of Highly Effective Sales Managers written by Jerry D. Elmore and published by . This book was released on 2005-03-01 with total page 168 pages. Available in PDF, EPUB and Kindle. Book excerpt: Ever Since Eve is a humorous and emotionally touching book that will pull you into Italo's world as a kid, as a teenager, and as a young adult. Italo, a Mexican-American Brownville native, is paired to go on a quail-hunting trip with Jett, a border patrolman from Mississippi. Before the hunt, however, Leo informs Jett that Italo has a strong dislike for border patrolmen. If Italo's various encounters with the maligned snakes will not make you laugh out loud, they will certainly make you smile. Ever Since Eve exposes a little bit of Mexican-American culture in the Lower Rio Grande Valley and the colorful use of the Tex-Mex language will intrigue you. Ever Since Eve is not a story about snakes per se, but don't be surprised if you learn something about the fascinating creatures along the way.

Download or read book The Sales Boss written by Jonathan Whistman and published by John Wiley & Sons. This book was released on 2016-06-29 with total page 273 pages. Available in PDF, EPUB and Kindle. Book excerpt: The step-by-step guide to a winning sales team The Sales Boss reveals the secrets to great sales management, and provides direct examples of how you can start being that manager today. The not-so-secret "secret" is that a winning sales team is made up of high performers—but many fail to realize that high performance must be collective. A single star cannot carry the entire team, and it's the sales manager's responsibility to build a team with the right balance of skills, strengths, and weaknesses. This book shows you how to find the exact people you need, bring them together, and empower them to achieve more than they ever thought possible. You'll learn what drives high performance, and how to avoid the things that disrupt it. You'll discover the missing pieces in your existing training, and learn how to invest in your team to win. You'll come away with more than a better understanding of great sales management—you'll have a concrete plan and an actionable list of steps to take starting right now. Your people are the drivers, but you're the operator. As a sales manager, it's up to you to give your team the skills and tools they need to achieve their potential and beyond. This book shows you how, and provides expert guidance for making it happen. Delve into the psychology behind peak performance Hire the right people at the right time for the right role Train your team to consistently outperform competitors Build and maintain the momentum of success to reach even higher Without sales, business doesn't happen. No mortgages paid, no college funds built, no retirement saved for, until the sales team brings in the revenue. If the sales team wins, the organization wins. Build your winning team with The Sales Boss, the real-world guide to great sales management.

Download or read book The High Impact Sales Manager written by Norman Behar, David Jacoby, Ray Makela and published by Sales Readiness Group. This book was released on 2016-05-16 with total page 108 pages. Available in PDF, EPUB and Kindle. Book excerpt: Managing a sales team is one of the most important and challenging positions in a company, and it requires a unique set of skills. Unfortunately, many sales managers spend much of their day putting out fires, and moving from problem to problem. Their days consist of an overwhelming number of activities including respond to urgent request from their bosses, resolving customer issues and complaints, and dealing with disgruntled employees. In addition, they find themselves sitting in meetings that run way too long, and submitting countless sales forecasts to satisfy upper management. As a result, sales managers get caught up in a daily grind and end their work week exhausted and feeling like they have little control over their destiny. In The High-Impact Sales Manager, you’ll learn how to transcend the daily grind and unlock the full potential of your sales team. This includes learning to: • Hire the best people and hold them accountable • Manage sales performance by focusing on the underlying behaviors that drive performance • Consistently produce accurate sales forecasts • Provide personalized sales coaching that results in better skills and higher win rates • Motivate and inspire your team to greatness Most importantly, The High-Impact Sales Manager will leave you feeling confident and enthusiastic in your ability to lead and empower your team to achieve unparalleled success.

Download or read book Seven Steps to Success for Sales Managers Paperback written by Max F. Cates and published by Financial Times/Prentice Hall. This book was released on 2018-01-18 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master today's breakthrough strategy for developing and sustaining high-performance sales teams! Long-time sales team leader Max Cates shows how to go far beyond "old school," "command and control" sales management, unleashing the full power and energy of your salespeople through a participatory management approach that works. Drawing on 36+ years of sales and sales management experience, Cates presents proven tactics for: Developing your own mental toughness, emotional intelligence, strategic thinking, and promotability Becoming a true servant leader in sales: providing the right structure, challenges, respect, involvement, and support Hiring more effective and productive salespeople - including expert tips for interviewing, recruiting, reading body language, using data, and choosing amongst candidates Building winning teams that meet sales objectives and delight customers Empowering sales reps and teams in decision-making that increases sales productivity Measuring individual and team performance towards objectives Keeping people on target without micro-managing them Promoting team growth and continual improvement Leveraging Six Sigma and the Deming Cycle to sustain success, morale, and performance And much more Seven Steps to Success for Sales Managers presents proven sales management tactics in a "bulletized" format that's easy to read - and just as easy to use. Cates combines decades of in-the-trenches experience with cutting-edge research on the latest sales trends and tactics. Whether you're a working sales manager, VP of sales, account team leader, executive MBA program participant, or aspiring sales manager, this guide will help you build an outstanding team, empower it, and lead it to sustained success.

Download or read book The Real Secrets of the Top 20 written by Mike Brooks and published by Sales Gravy Press. This book was released on 2008-07 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Brooks shares the proven skills, techniques, scripts, and strategies that can catapult a salesperson's closing ratio, boost his or her confidence, and immediately make him or her a Top 20-percent producer.

Download or read book Sales Leadership Mastery written by J P Pathak and published by JP Pathak. This book was released on 2024-07-11 with total page 91 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is your essential guide to transforming both your personal and professional life. Set in the vibrant city of Mumbai, the story follows Varun as he navigates the challenges and opportunities of a demanding sales career. Through Varun's experiences, you’ll learn how to overcome self-doubt and rise above limitations, discovering the secrets to achieving greatness. The timeless wisdom of Ramdas provides invaluable insights that will help you set clear, achievable goals and foster a growth mindset. With practical advice and real-life examples, this book delves into the principles of effective goal-setting using the SMART framework. By breaking down large goals into smaller, manageable tasks, you’ll learn how to achieve significant milestones. The book also explores various sales techniques, such as consultative selling, value selling, and social selling, showing you how to apply these strategies in real-world scenarios to drive sales success. Building high-performing teams is another crucial aspect covered in this book. Through the inspiring story of Ramdas organizing a village fair, you’ll understand the key elements of recruiting, training, motivating, and incentivizing your team. This section highlights the importance of collaboration and shared goals, demonstrating how strong leadership and team management can lead to remarkable outcomes. Additionally, the book offers valuable insights into nurturing customer relationships, emphasizing the long-term benefits of customer loyalty and satisfaction. You’ll also find practical tips for managing time and stress, helping you balance your work and personal life effectively. Finally, the focus on continuous learning and professional development ensures that you stay relevant and competitive in today’s fast-paced world. By reading and applying the techniques in this book, you’ll be well on your way to becoming an exceptional sales leader, with a brighter future ahead.

Download or read book High Performance Selling written by Anthony S Chaine and published by . This book was released on 2019-12-03 with total page 426 pages. Available in PDF, EPUB and Kindle. Book excerpt: Whether you are an accomplished sales executive leading a large organization or a sales manager leading a team, your ability to remove obstacles and speed the sales process will determine your success. High-Performance Selling is geared for the sales leader who has to persuade others to work as a sales force of one. Written in a straightforward fashion by veteran sales management consultant Anthony Chaine, this book shows you how to: - lead sales organizations- build solid sales operation- improve cross-functional team cooperation- build better hiring and recruiting systems- develop a sales culture that drives performance- empowers your sales managers to create winning teams"I have worked with Anthony, and I can say firsthand, his leadership style has had a profound impact on every level of our organization. His approach is profoundly visionary and hugely influential. I highly recommend Anthony, his approach, and his book."-Antonio Casanova, CEO of NOVAPAY"World-class selling is about aiding customers to make better choices. Anthony's inspiring stories and honest advice provides insight that sales leaders at every level can use to their benefit. High-Performance Selling is a thought-provoking, good read on an important subject."-Tom Howard, Managing Director TM Cards Networks"Your success as a leader is as good the success of your sales teams. Anthony shows you how to make the right decisions to lead your sales organization towards peak performances while eliminating bottlenecks to keep your sales organization moving toward significance."-Brian Luc, Vice President of Business OperationsAnthony Chaine is an expert in sales management and leadership. He has won multiple awards as a quota carrying sales leader, trainer, and instructor. He is the founder and the CEO of Elite Sales Leadership Consulting LLC. He specialized in management and sales training. Visit asalesleader.com for tools and resources as well as information on your seminars and coaching programs.

Download or read book Sales Management Mastery written by Kong Vo and published by Independently Published. This book was released on 2023-12-29 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Unlock the secrets to becoming an exceptional sales manager with "Sales Management Mastery." This comprehensive guide takes you on a transformative journey, providing essential skills and strategies to lead high-performing sales teams. From recruiting and training to motivating and retaining, discover proven techniques for success. Learn to seamlessly transition from a sales representative to a strategic leader, while honing empathy skills to enhance your team's effectiveness. Explore the art of performance measurement, gaining insights into individual and team achievements. Dive into powerful strategies for motivation, customer connection, and achieving superior results. This book equips you with the tools to coach effectively, communicate expectations, and adapt to market changes, ensuring you stay ahead in the dynamic world of sales. Empower your sales team to communicate, collaborate, and convert more effectively by mastering the art of empathy. "Sales Management Mastery" is your key to unlocking the leadership skills and insights needed to elevate your career and achieve unparalleled success in the competitive realm of sales management.