Fortify Your Sales Force: Leading and Training Exceptional Teams
John Wiley & Sons, 2010/01/28 - 380 ページ
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.
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Who Are the Contributors?
Who Will Benefit from This Book?
Facing a Strong Headwind
Why Invest in Your Salespeople Now
Lessons of Past Recessions
Whatâ s Impacting Your Business
What You Need to Know About Your Business
Barriers and Enablers to Collaboration
Corporate Role of Sales Management
Sales Training and Sales Management
Creating Sales Management Support
What Executives Are Saying
How to Analyze Your Sales Teamâ s Needs
The Business Case for Investing in Your Team
Consider the Audience
Defining the Return
Budget Process and Timing
Your Plan for Leadership Support
What Are Competency Models?
Creating a Competency Model for Sales
Sample Competency Models
Using Competency Models to Develop Hiring Profiles
Is Training the Answer?
Creating the Instructional Strategy
Tips for Use
The Needs Analysis
Implementing the Best Solution
Whatâ s Your Destination?
Developing the Capability Development Plan
Why Is Reinforcement Necessary?
Which Reinforcement Works Best?
Before the Training
During the Training
After the Training
Any Time Reinforcement
ROIâ The Quest
Establish the Link
Making the Case for Subjective Analysis
Combining Objective and Subjective Analysis
Measurement Is a Shared Responsibility
The Need for Collaboration
What Sales and LD Should Talk About
A Practical Approach to Collaboration
Building a Strong Sales LD Staff
Benefits of OnBoarding
The Challenges of OnBoarding
Sales Management Support of OnBoarding
Who Needs to Know What?
Define Scope Content and Objectives
Identify Resources and Tools
Define Delivery Methods
Update and Improve
Take This Quick Quiz to Assess Your Meeting Leadership Skills
Start with a Killer Plan
The Big Day
Annual Sales Meeting Planning
Defining Todayâ s Environment
Building a Successful Virtual Team
How Technology Complements Rapport
How to Expand Your Reach and Improve Your Chances for Success
Sales Web 20 Technologies and Social Media
Real Time Versus Any Time
What Technologies Are Available How and When to Use Them
Applying the Tools to Your Sales Process
When to Use What for Developing Your Sales Force
Using Technology for Developing Your Sales Force
Candidates for Electronic Meetings