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You can always sell more [electronic resource] : how to improve any sales force / Jim Pancero.

by Pancero, Jim.

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Hoboken, N.J. : Wiley, c2006.

Sales management.

Sales personnel.

Electronic Resource

http://hawaii.lib.overdrive.com/ContentDetails.htm?ID=179EB653-19EF-4202-A4A2-66F05768B77C This title is available online; click here to access

0471763578 (electronic bk. : Adobe Reader)

xvii, 302 p. ; 24 cm.

Why is it so hard to improve a sales force...and why do we tend to lose it once we change it? -- Is your senior management creating and supporting a positive "sales culture" that allows your sales team to be successful? -- The six commitments necessary to generate long-term change and success within a sales force -- Applying the concepts of iso 9000 to improve the consistency and quality of your sales team -- Overview: strengthening your central leadership values to increase your personal sales leadership skills -- Are you prepared, and have you earned the right to coach and lead a sales team? -- Mastering your first central leadership value- being a "leader" instead of just the "lead doer" -- Mastering your second leadership value- being balanced as a coach, disciplinarian, and number cruncher -- Mastering your third central leadership value-having empathy, loyalty, and trust in your sales team -- Mastering your fourth central leadership value-being a "leadership visionary" -- Mastering your fifth central leadership value-believing in the structures of selling -- Overview: how to improve your personal sales leadership skills -- Using the sales leadership evaluation to evaluate, prioritize, and develop your sales leadership abilities -- Evaluating your sales leadership abilities as an administrator, problem solver, and disciplinarian -- Evaluating your sales leadership ability to build and retain a sales team -- Evaluating your sales leadership ability to lead -- Evaluating your sales leadership ability to be a coach and strategist of your selling process -- Suggestions to improve your sales leadership skills and effectiveness -- Overview: how to improve a sales person's selling skills and abilities -- Evaluating a salesperson's operational selling skills and abilities -- Evaluating a salesperson's tactical selling skills and abilities -- Evaluating a sales person's strategic positioning selling skills and abilities -- Suggestions to improve a sales person's selling skills and effectiveness -- Overview: developing a successful sales team improvement strategy -- Evaluate your sales force in an open and honest environment -- Design your ongoing sales improvement strategy -- Implement a "learning growth strategy" for each sales team member -- Track sales team member's improvements by utilizing a comprehensive "sales performance tracking system" -- Lead your sales team by ongoing coaching of your defined "selling best practices" -- Overview: are you and your sales team ready to get better? -- So now what?.

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