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More About This Title You Can Always Sell More: How to Improve Any Sales Force
English
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.
English
English
Acknowledgments xi
Introduction xiii
Section I Are You and Your Sales Organization Good Enough to Get Better? 1
CHAPTER 1 Why Is It So Hard to Improve a Sales Force—and Why Do We Tend to Lose It Once We Change It? 5
CHAPTER 2 Is Your Senior Management Creating and Supporting a Positive Sales Culture That Allows Your Sales Team to Be Successful? 17
CHAPTER 3 The Six Commitments Necessary to Generate Long-Term Change and Success Within a Sales Force 23
CHAPTER 4 Applying the Concepts of ISO 9000 to Improve the Consistency and Quality of Your Sales Team 41
SECTION II Strengthening Your Central Leadership Values to Increase Your Personal Sales Leadership Skills 49
CHAPTER 5 Are You Prepared, and Have You Earned the Right to Coach and Lead a Sales Team? 53
CHAPTER 6 Mastering Your First Central Leadership Value: Being a Leader instead of Just the Lead Doer 59
CHAPTER 7 Mastering Your Second Central Leadership Value—Being Balanced as a Coach, Disciplinarian, and Number Cruncher 69
CHAPTER 8 Mastering Your Third Central Leadership Value—Having Empathy, Loyalty, and Trust in Your Sales Team 87
CHAPTER 9 Mastering Your Fourth Central Leadership Value—Being a Leadership Visionary 93
CHAPTER 10 Mastering Your Fifth Central Leadership Value—Believing in the Structures of Selling 101
SECTION III How to Improve Your Personal Sales Leadership Skills 107
CHAPTER 11 Using the Sales Leadership Evaluation to Evaluate, Prioritize, and Develop Your Sales Leadership Abilities 111
CHAPTER 12 Evaluating Your Sales Leadership Abilities as an Administrator, Problem Solver, and Disciplinarian 119
CHAPTER 13 Evaluating Your Sales Leadership Ability to Build and Retain a Sales Team 127
CHAPTER 14 Evaluating Your Sales Leadership Abilities 137
CHAPTER 15 Evaluating Your Sales Leadership Ability to Be a Coach and Strategist of Your Selling Process 145
CHAPTER 16 Suggestions to Improve Your Sales Leadership Skills and Effectiveness 167
SECTION IV How to Improve a Salesperson's Selling Skills and Abilities 169
CHAPTER 17 Evaluating a Salesperson's Operational Selling Skills and Abilities 173
CHAPTER 18 Evaluating a Salesperson's Tactical Selling Skills and Abilities 189
CHAPTER 19 Evaluating a Salesperson's Strategic Positioning Selling Skills and Abilities 211
CHAPTER 20 Suggestions to Improve a Salesperson's Selling Skills and Effectiveness 227
SECTION V Developing a Successful Sales Team Improvement Strategy 229
CHAPTER 21 Evaluate Your Sales Force in an Open and Honest Environment 233
CHAPTER 22 Design Your Ongoing Sales Improvement Strategy 243
CHAPTER 23 Implement a Learning Growth Strategy for Each Sales Team Member 253
CHAPTER 24 Track Sales Team Members' Improvements by Utilizing a Comprehensive Sales Performance Tracking System 267
CHAPTER 25 Lead Your Sales Team by Ongoing Coaching of Your Defined Selling Best Practices 271
SECTION VI Are You and Your Sales Team Ready to Get Better? 285
CHAPTER 26 So Now What? 287
Appendix 291
Index 295
