The Unstoppable Sales Team : Elevate Your Team's Performance, Win More Business, and Attract Top Performers / Shawn Casemore.

Format:

Book

Author/Creator:

Casemore, Shawn, author.

Language:

English

Subjects (All):

Selling.

Teams in the workplace.

Physical Description:

1 online resource (198 p.)

Place of Publication:

New York : Productivity Press, 2023.

Summary:

Why are companies like Salesforce, Whirlpool, and Cintas repeatedly recognized for their top sales performance? What are they doing that sets them apart from their competition, allowing them to increase sales revenue year over year? It's not a result of their ability to master online sales funnels or introduce software that automates their sales process. Instead, these companies dominate in their markets because they continually elevate their sales team's performance to the level of being unstoppable. This book is written for sales executives, sales leaders, and sales managers. If you lead a sales team and want to accelerate their performance without being forced to invest in new technology, hire more employees or completely restructure your existing sales team, then this book is for you. The Unstoppable Sales Team contains the lessons learned, best practices and observations applied through the author's work with sales teams globally. Building on his popular book The Unstoppable Sales Machine, the author shares the best strategies for building a high-performing sales team that outsells and outperforms their competition.

Contents:

Cover

Half Title

Title Page

Copyright Page

Contents

About the Author

Introduction

PART I: Why You Need a Strong Sales Team (Not Just Strong Sales Performers)

Chapter 1: Start from Where You Are Right Now

One Thing That Hasn't Changed about Selling

What You Need Isn't What You Think

Building an Unstoppable Sales Team

You're in a Marathon, Not a Sprint

Scale Sales Faster Starting from Where You Are Right Now

Chapter 2: Your Sales Team's Greatest Challenge

It's Becoming More Difficult for Your Buyer to Buy

The Dawn of Buyer-Centric Selling

Self-Serve

Team Decision-Making Requires a Team Approach

Information Overload: Getting the Right Information at the Right Time

Master of One Trade

Jack of None

Chapter 3: Why Selling Has Become a Team Sport

Being a Lone Wolf Is Just Lonely

Top Sales Performers are Attracted to Strong Sales Teams

How Locus of Control Influences a Salesperson's Beliefs and Behaviors

Create an Environment Ripe for Learning

You're Sitting on a Gold Mine of Best Practices

Shawn's Seven-Step Approach for Sales Teams to Adopt Internal Best Practices

Chapter 4: The Foundation of a Winning Sales Team

Selling is Competitive

Take Advantage of It

Experience Trumps Theory: Learn by Doing

Motivation is Inside Out and Outside In

Success Breeds Success

PART II: Building Your Unstoppable Sales Team

Chapter 5: Where to Begin: Assessing Your Sales Team's Performance

Setting a Sales Performance Baseline

Why You Need to Isolate Poor Performance

Good, Better, Best: A Structure for Sales Team Growth

Shawn's Good, Better, Best Approach to Measuring Performance

Basic Skill Level (Good)

Intermediate Skill Level (Better)

Advanced Skill Level (Best)

Accelerating Performance from Better to Best

Chapter 6: The Top Sales Skills of an Unstoppable Sales Team

Why Fit Is More Important Than Experience

Seven Criteria for Best Fit Sales Team Members

Shawn's Criteria for Hiring New Sales Team Members

Element #1: Team Oriented

Element #2: Self-Motivated

Element #3: Collaborative

Element #4: Creative

Element #5: Growth Minded

Element #6: Goal Oriented

Element #7: Outward Communicator

How to Address Mistakes and Errors Made by Your Sales Team

Your Daily Sales Huddle

Chapter 7: Creating an Environment That Stimulates Sales Team Performance

Setting and Selling a Compelling Future

Shawn's Steps to Create a Compelling Future

Multi-Directional Communication: Persistent, Parallel, and Permeable

Shawn's Three Ps of Effective Sales Team Communication

Adopting a Hunger for New Skills Development

Factors That Influence Participation in a Learning Environment

Shawn's Rules to Create Sales Team Engagement in a Learning Environment

Sales Meetings That Stimulate Learning

Sales Meeting Preparation

Sales Meeting Format

Sales Meeting Outcomes

Notes:

OCLC-licensed vendor bibliographic record.

Description based upon print version of record.

Chapter 8: Motivation Doesn't Come from Within

ISBN:

9781000912555

1000912558

OCLC:

1381096402