The Sales Manager's Guide to Developing A Winning Sales Team (SellingPower Library) - Hardcover

Gschwandtner, Gerhard

Hardcover

ISBN 10: 0071475842 ISBN 13: 9780071475846

Publisher: McGraw-Hill Education, 2007

Synopsis

Cultivating a winning sales team just got easier for sales managers, thanks to this practical, hands-on guide. It's a tested system you can use to guide your salespeople on the road to continual improvement.

• Part I is written in workbook format, providing a six-step method for evaluating team member strengths and weaknesses and making performance evaluations more proactive; this section features specific tools for achieving continuous improvement, such as setting benchmarks and offering incentives
• Part II explains the essentials-including prospecting, presentations, cold calling, and more-that managers can share with team members to help them develop crucial team knowledge, skills, and motivation

About this title

About the Author

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

From the Back Cover

Bring out the full potential in your sales force!

Cultivating a top-performing sales team just got easier. The Sales Manager's Guide to Developing a Winning Sales Team shows you how to conduct more in-depth, proactive performance reviews and help your team build the knowledge, skills, and motivation it needs to flourish. Combining a tested six-step measurement process with real-world tips for fostering ongoing sales improvement, this hands-on resource gives you the tools your people need to

* generate leads * perfect product knowledge * communicate effectively * deal with difficult customers * conduct win-win negotiations o use e-mail as a sales tool * handle objections * write winning proposals * master customer service * outsell the competition

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From the Inside Flap

Take your performance reviews-and your sales team-to the next level

While it's important to evaluate your salespeople on a regular basis, you also need to help them build the knowledge, skills, and motivation that will put them on the road to maximum achievement. Now, sales performance expert Gerhard Gschwandtner delivers The Sales Manager's Guide to Developing a Winning Sales Team-your one-stop resource for evaluating your team's strengths and weaknesses and helping each member live up to his or her full selling potential.

Part I offers an easy-to-use workbook for conducting, hands-on and effective performance evaluations. By implementing a proven six-step process that includes specific tools for achieving continuous improvement, you'll

Open a dialogue between you and your reps Uncover current performance gaps Develop a realistic improvement plan for each area Establish a total score for each salesperson's improvement potential Provide a suitable reward system for incentives Establish benchmarks for your entire team Part II features essential readings on crucial sales skills for you to share with your salespeople. From prospecting and presentations to cold calling, establishing relationships, and closing, each reading provides advice from sales experts as well as invaluable tips and techniques for individual growth and greater sales success.

Guiding your team to exceed their sales goals and close more deals has never been simpler. The Sales Manager's Guide to Developing a Winning Sales Team has all the tools you need!

Edition details

• Publisher: McGraw-Hill Education
• Publication date: 2007
• Language: English
• ISBN 10: 0071475842
• ISBN 13: 9780071475846
• Binding: Hardcover
• Edition number: 1
• Number of pages: 240