You can always sell more : how to improve any sales force by Pancero, Jim instant download

You can always sell more : how to improve any sales force by Pancero, Jim instant download

xvii, 302 p. ; 24 cm, Includes index, 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 --…