Sales Management Power Strategies
Chapter 1 The Complexities of Sales Management
- Sales Savants Need Not Apply
- Current State of the Market
- Turning Revenue Strategy into Action Steps—Alignment of
Sales Management Goals
- Establishing a Solid Foundation for the Sales Team
- Understanding the Origins and Pillars of Integrated Pillar
Management
- Understanding Executive Management Types and Their Effects
On Sales Management
Chapter 2 Developing a Sales Process
- Evaluating Your Sales Strategy
- Developing a Replicable and Scaleable Sales Process
- Pulling It All Together and Documenting Your Sales Process
Chapter 3 Organizing the Structure of Your Sales Team
- Understanding Sales Personality Types
- Determining Your Company’s Business Life Cycle
- Matching Business Life Cycle with Personality Types
- Types of Sales Team Positions
- Using the Pursuit Sales Team Model to Maximize Key Account Success
- Pursuit Sales Team Process Model
Chapter 4 Hiring the Right Salespeople
- Full-Cycle Salespeople versus Half-Cycle Salespeople
- Finding Good Salespeople
- Hiring Salespeople Based on Your Business Needs
- Evaluating Candidates
- The Hiring Tool That Makes or Breaks a Candidate
- Investing in Your Sales Team
- Managing Cultural Performance
- Establishing Sales Job Descriptions
- Success Factors of Salespeople Who Hit Their Quota
Chapter 5 Sales Team Compensation Plans
- Developing a Compensation Plan
- Implementing New Sales Compensation Plans
- Developing an Incentive Program
Chapter 6 Training Salespeople
- 6 Reasons Why Most Companies Do Not Give More Sales
Training
- Guidelines for Training Your Sales Team
- Making Your Sales Training More Successful
- Role-Playing Tips to Increase Success
Chapter 7 Managing Your Sales Team
- Managing Salespeople Who Work in Virtual Offices
- Managing the Salesperson Ride-Along
Chapter 8 Holding Sales Meetings
- Holding Team Meetings
- Holding One-on-One Meetings
- Developing Weekly/Monthly Manager Action Plans
- Weekly Sales Activities Report
- Topics for Your Monthly Sales Meetings
Chapter 9 Determining Sales Quotas
- Common Quota Calculation Mistakes
- Calculating Sales Quotas
- Understanding Lost Sales Analysis
- Calculating Lost Sales Analysis & Sales Effectiveness
- Resources for Market Research
- 19 Factors That Affect a Salesperson’s Performance
Chapter 10 Managing Forecasts
- Controlling “Sales Forecasting Moles”
- Creating a Sales Forecast
- Tightening the Sales Forecast
- Differentiating Between a Forecast and a Pipeline
- Sales Closing Audit
Chapter 11 Managing Sales by Metrics
- Identifying Major Sales Metrics
- Evaluating Your Sales Team’s Performance
- Sales Team Monthly Assessment
Chapter 12 Managing Strategic Alliances and Channel Partners
- Understanding Strategic Replication—Alliance Partner Collective
- Strategic Partner Management—Rules to Guide Alliances and
Collectives to Increase Sales
Chapter 13 Using Sales Scorecards to Manage More Effectively
- Understanding the Sales Scorecard Concept
- Preparing
a Sales Scorecard
- Implementing the Sales Scorecard
Chapter 14 Integrated Pillar Management
- Integrating the Pillars
- 6-Week Implementation Plan
Chapter 15 Teaching Ethics and Morality
- 6 Guidelines on How to Communicate and
Deploy Ethical Standards to
Your Sales Team
Conclusion
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