Fortify your sales force [electronic resource] : leading and training exceptional teams / edited by Renie McClay.

Format:

Book

Contributor:

McClay, Renie.

Language:

English

Subjects (All):

Selling.

Sales personnel--Training of.

Sales personnel.

Sales management.

Physical Description:

1 online resource (351 p.)

Edition:

1st ed.

Place of Publication:

San Francisco, CA : Pfieffer, c2010.

Language Note:

English

Summary:

How can organizations provide the right sales training to the right sales people at the right time? This book is filled with a diverse collection of case studies from top companies and provides a practical road map and the proven tools for organizations that want to implement a winning sales training program. The book offers helpful techniques and tips on how to successfully execute sales training with limited resources and cut budgets. It provides how-to guidelines for successful sales training in a down economy. It is written by 13 experts who have experience selling and have managed sales p

Contents:

Fortify Your Sales Force: Leading and Training Exceptional Teams; Contents; Introduction; Chapter 1: Invest in Your Salespeople Now; Chapter 2: Winning Leadership Support for Sales Initiatives; Chapter 3: The Perfect Salesperson: A Guide to Building Your Dream Team; Chapter 4: Develop Sales Reps Using Structured Feedback; Chapter 5: So Many Choices: Determining the Right Solution; Chapter 6: Capabilities: The Engine That Drives Success; Chapter 7: Making Training Stick: Get Them to Use It; Chapter 8: Measuring the Impact: Did They Use It?

Chapter 9: Collaborative Partnership to Maximize L&D InvestmentChapter 10: Sales Managers: The Heavy Lifters in Training Salespeople; Chapter 11: Productive New Hires, Faster: You Don't Get a Second Chance to Make a First Impression; Chapter 12: ''Raise the Roof'' Sales Meetings; Chapter 13: Successfully Leading Virtual Sales Teams; Chapter 14: Media Mojo: Using Technology as a Survival Strategy; About the Editor; About the Contributors; Index

Notes:

Includes index.

"A WIley imprint."

ISBN:

0-470-55290-5

1-282-48280-7

9786612482809

0-470-55289-1

OCLC:

593240076