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 people. The contributors have combined experience of improving sales performance of over 120 years. The book contributors are Bob Rickert, Jim Graham, Teresa Hiatt, Michael Rockelmann, Maris Edelson, Susan Onaitis, Susanne Conrad, Rick Wills, Ken Phillips, Trish Uhl, Gary Summy, Lanie Jordan, and Renie McClay.

Learn everything you need to know to be a top sales manager! Sales management has changed dramatically in the past decade. With increasing globalization and many companies adding more virtual workers, the task of managing these diverse sales teams has become increasingly complicated. In a connected and evolving world it is hard to offer a definitive guide, but this book strives to sketch out a blueprint for managing performance in a changing sales landscape. Each chapter is written by a sales professional and thought leader, many with experience as both a salesperson and as a sales manager. Learn from their experience and utilize the action plans at the end of each chapter to grow into a better leader for your team, whether they are down the hall or across the world.

Sales Training Basics recognizes the bottom line focus of sales professionals and offers proven techniques and approaches that create engaging and impactful training. The book provides learning professionals with specific guidance on designing programs that provide the right tools and techniques that deliver on an audience focused on value. In addition, trainers and facilitators are offered guidance on accessing their most charismatic and engaging self to draw in and hold the attention of sales professionals. While the book is focused on participant expectations, it does not neglect today’s organizational mandate to build training programs aligned to company strategic needs and vision. Finally, the author provides direction on alternate pathways to sales training through the use of technology and the power of blending both classroom and technology-bases approaches that give these sales professionals what they really want – more time in the field selling.

The fast-track MBA in sales Imagine having instant access to the world's smartest thinking on sales - and being shown exactly what to do to guarantee that you get your own selling right, every time. Sales Genius makes it easy to apply what researchers know about brilliant selling to the real world. 40 chapters based on hundreds of cutting-edge business and psychology research projects reveal what works and what doesn't work in sales. Each of the 40 chapters is a mini-masterclass in selling, explaining the research and showing you how to apply it for yourself. In Sales, conventional wisdom often says one thing while research says another. Sales Genius cuts through the noise to bring you proven research and techniques for applying it that will simply make you a better salesperson. Quick to read and intensely practical, this book will bring a little sales genius into your day. 'Fascinating insights that explode some of the myths around sales, sales management and sales strategy' Phil Jesson, Academy for Chief Executives 'What a great read... An insightful look at the world of sales' Anthony Stears, The Telephone Assassin 'As a sales specialist I'm impressed by the amount of detailed research which supports the information in each chapter' Andrew Docker, Andrew Docker Associates

Most projects or initiatives in today's organizations begin with the formation of a team, yet the majority of resources available for this core business activity are long on description and short on advice. 10 Steps to Successful Teams provides this missing, practical, easy-to-implement advice. Using a holistic, process-oriented approach, the book carefully guides readers through the process of building strong new teams or improving even the best existing teams. The book includes extensive assessments and tools created just for this book to help team leaders manage conflict and improve communication. You will find individual team member and leader self-assessments to help focus the team on getting results and to identify areas for improvement. One key feature of the book is Tips from Teams Members, which is designed to give advice on what works in team environments and how to avoid common pitfalls. A similar recurring element throughout the book offers advice from the field to team leaders. 10 Steps to Successful Teams is a holistic, practical, process-oriented approach to leading and managing teams focused on achieving organizational results. Preview 10 Steps to Successful Teams at Google Book Search!

The secrets of 11,000 sales professionals gathered in one incredible book Selling is a balance between seduction and war Before you go into battle, arm yourself with the hidden knowledge of the Warrior Sales Monk. Assessments and 94 illuminations that that are combined to help create a personalized performance solution. Here are some examples of the answers you can find inside: 1. Learn how to read your prospect or customer's mind. 2. Danger Great customer relationships are putting your business at risk. 3. What are the 4 battery packs for sustained performance? 4. You are losing thousands of dollars by not using this sales process. 5. What should your best day look like? 6. What are the 14 key signs that you should leave your job? 7. Spot the 15 competencies that top performers exhibit. How do you measure up against those? 8. Find the balance between the warrior and monk in order to increase performance.

An international bestseller, BUSINESS: The Ultimate Resource is a one-stop reference and interactive tool covering all aspects of today's world of work. Unique, authoritative, and wide-ranging, it offers practical and strategic advice for anyone doing business today. Written with a team of world-class writers and editors, it is an essential desk reference for managers, MBA and business students and for small business owners worldwide. Fully updated and revised for this new edition, BUSINESS features: Best Practice: over 170 essays from a stellar cast of business thought leaders including C. K. Prahalad, Gary Hamel and John Kotter Actionlists: practical solutions to everyday business challenges Management Library: time-saving digests of more than 100 of the world's best business books Dictionary: jargon-free definitions of more than 7,000 terms Giants : revised biographies of many of the world's most influential gurus and pioneers