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 As an experienced sales manager, how do you improve your team's performance? Which Selling skills developed to their fullest potential, have the greatest impact on revenues and profitability?
"You Can Always Sell More - How to Improve Any Sales Force" will guide you through a proven step-by-step system for evaluating, training, and coaching your sales force. It will help you establish a simple and effective evaluation and improvement planning process for even your most successful salespeople. Proven in a wide array of industries, this will also show you how to improve your ability to coach and lead a team of sales professionals. We know your team is good. How do you get even better?
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Chapter Outline Section I - Are You And Your Sales Organization Good Enough to Get Better? Chapter 1 - Why is it so hard to improve a sales force…and why do we tend to lose it once
we change it? Chapter 2 - Is your Senior Management Creating, And Supporting A Positive “Sales Culture”
That Allows Your Sales Team To Be Successful? Chapter 3 - The six commitments necessary to generate long-term change and success
within a sales force Chapter 4 - Applying the concepts of ISO 9000 to improve the consistency and quality
of your sales team Section II - Strengthening Your Central Leadership Values To Increase Your Personal
Sales Leadership Skills Chapter 5 - Are you prepared, and have you earned the right to coach and lead a sales team? Chapter 6 - Mastering Your First Central Leadership Value - Being A “Leader” Instead
Of Just The “Lead Doer” Chapter 7 - Mastering Your Second Central Leadership Value - Being balanced as a Coach,
Disciplinarian, And Number Cruncher Chapter 8 - Mastering Your Third Central Leadership Value - Having Empathy, Loyalty
and Trust In Your Sales team Chapter 9 - Mastering Your Fourth Central Leadership Value - Being A “Leadership Visionary” Chapter 10 - Mastering Your Fifth Central Leadership Value - Believing in the
structures of selling Section III - How To Improve Your Personal Sales Leadership Skills Chapter 11 - Using The Sales Leadership Evaluation To Evaluate, Prioritize And Develop
Your Sales Leadership Abilities Chapter 12 - Evaluating Your Sales Leadership Abilities As An Administrator, Problem Solver
And Disciplinarian Chapter 13 - Evaluating Your Sales Leadership Ability To Build And Retain A Sales Team Chapter 14 - Evaluating Your Sales Leadership Ability To Lead Chapter 15 - Evaluating Your Sales Leadership Ability To Be A Coach & Strategist Of
Your Selling Process Chapter 16 - Suggestions to improve your sales leadership skills and effectiveness Section IV - How To Improve A Salesperson’s Selling Skills And Abilities Chapter 17 - Evaluating a Salesperson’s Operational Selling Skills and Abilities Chapter 18 - Evaluating a Sales Person’s Tactical Selling Skills and Abilities Chapter 19 - Evaluating A Sales Person’s Strategic Positioning Selling Skills and Abilities Chapter 20 - Suggestions To Improve A Sales Person’s Selling Skills & Effectiveness Section V - Developing A Successful Sales Team Improvement Strategy Chapter 21 - Evaluate Your Sales Force In An open and honest environment Chapter 22 - Design your Ongoing Sales Improvement Strategy Chapter 23 - Implement a “learning growth strategy” For Each Sales Team Member Chapter 24 - Track Sales Team Member’s Improvements By Utilizing A Comprehensive
“Sales Performance Tracking System” Chapter 25 - Lead Your Sales Team By Ongoing Coaching Of Your Defined
“Selling Best Practices” Section VI - Are You And Your Sales Team Ready To Get Better? Chapter 26 - So now what?
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© 2008 Jim Pancero Inc. 800-526-0074
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