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ONEBasic Training for Sales ManagersONE.1 From Salesperson to Manager: How to Make a Smooth TransitionONE.2 13 Ways to Communicate with Your CEO ONE.3 Ten Steps to Successful Sales Management ONE.4 What it Takes to be a Winning Sales Manager ONE.5 Three Habits for Sales Management Success ONE.6 Sales Management Training Self-Evaluation Worksheet ONE.7 Self-Study Questions for Sales Managers TWOInterviewing and Hiring the Right SalespeopleTWO.1 Separating the Eagles from the TurkeysTWO.2 What's Wrong with Standard Hiring and Interviewing Practices? TWO.3 Avoid these Eight Common Interviewing Mistakes TWO.4 Interviewing: Two Sides of the Same Coin TWO.5 How to Find and Keep Sales Winners TWO.6 How to Find Peak-Performing Salespeople TWO.7 A Portrait of the Successful Sales Professional TWO.8 Questions for Successful Interviews THREETraining Your Sales Force for Peak PerformanceTHREE.1 Tellers, Sellers, Hunters & Partners: Four Stages of Sales SuccessTHREE.2 Qualify Prospects Earlier THREE.3 Generate Better Leads through Referrals and Networking THREE.4 The "Basis of Decision' Approach: A Method to Influence Your Buyer's Decision-Making Process THREE.5 How to Create Urgency in Your Sales Force THREE.6 Your Sales Force Must Know Its Competitors THREE.7 How to Rescue a Sale that is Lost THREE.8 Help Sales Reps Focus on Benefits Using the "So What?' Test THREE.9 Seven Steps to Better Closing Skills THREE.10 10 Ways to Improve Your Demonstrations THREE.11 What Kind of Training Do Your People Need? FOURCoaching and Motivating Your Sales ForceFOUR.1 10 Ways You (and Your Salespeople) Can Work SmarterFOUR.2 Coaching Your People to Be Their Best FOUR.3 How and When to Coach FOUR.4 How to Manage "Stars' and "Gorillas' FOUR.5 To Succeed as a Manager, Focus on Development FOUR.6 The Art of Motivating Between Commission Checks FOUR.7 20 Reinforcement Ideas FOUR.8 How to Fuel a High-Performance Sales Force FOUR.9 How to Turn Around Poor Performers FOUR.10 Developing a Formal Improvement Plan FOUR.11 Terminating Employees: The Legal Pitfalls FOUR.12 How to Conduct a Results-Oriented Performance Appraisal FIVEKeeping Your Top PerformersFIVE.1 How to Reduce TurnoverFIVE.2 How to Retain Low-Loyalty High Performers FIVE.3 The Case Against One-Person Branch Offices FIVE.4 Keep Your Best Reps by Letting Them Sell More FIVE.5 Sales Manager Self-Test: Are You in Danger of Losing Your Best Salespeople? FIVE.6 Avoid Overloading Your Sales Staff SIXHow to Design a Winning Sales Compensation Plan and Set Realistic QuotasSIX.1 Step 1: Understand the Elements of a Good Sales Comp PlanSIX.2 Step 2: Gather the Necessary Data SIX.3 Step 3: Set Plan Objectives SIX.4 Step 4: Decide Whom to Pay and How Much SIX.5 Step 5: Set Realistic Sales Quotas SIX.6 Step 6: Establish Base Salaries SIX.7 Step 7: Set Sales Commissions SIX.8 Step 8: Reconsider Draws, Salary Supplements, and Hiring Bonuses SIX.9 Step 9: Refine Your Compensation Strategies: Incentive Pay Plans SIX.10 Step 10: Don't Forget Other Sales Incentives SIX.11 Step 11: Review Your Comp Plan: Is It Workable? SEVENHow to Accurately Forecast SalesSEVEN.1 How to Improve Your Sales ForecastsSEVEN.2 Use a "Closed-Loop' Lead-Management System to Improve Productivity and Forecasting SEVEN.3 Sales Forecasting in a Competitive Environment EIGHTSetting Your Strategy: Practical Sales PlanningEIGHT.1 Sales and Marketing Planning: Your Road Map to SuccessEIGHT.2 To Improve Sales, Continually Refine Your Target Market EIGHT.3 Implementing a Strategic Marketing Plan EIGHT.4 Strategic Planning Worksheet: Evaluate Your Current Position EIGHT.5 Strategic Planning Worksheet: Examine Your Market EIGHT.6 Strategic Planning Worksheet: Define Your Objectives EIGHT.7 Strategic Planning Worksheet: Determine Your Competitive Advantage NINEMonitoring Sales EffectivenessNINE.1 How to Use Customer Satisfaction Surveys to Improve Sales ResultsNINE.2 Analyzing Won and Lost Accounts NINE.3 Responding to Problems and Complaints NINE.4 Conducting a Post-Sale Audit TENBoost Sales Power with TelemarketingTEN.1 Telemarketing and Telesales: The Competitive EdgeTEN.2 Selecting and Training Telephone Service Reps (TSRs) TEN.3 Battling Telemarketer Burnout TEN.4 Tips for Effective Telephone Sales TEN.5 The 7 Deadly Sins of Telesales TEN.6 How Marketing Programs Support Telesales TEN.7 Helping Your Telemarketing Reps (TMRs) Manage Their Workload TEN.8 What You Can Do to Motivate Your Telemarketing Team ELEVENMoving OnELEVEN.1 What You Can Do to Get PromotedELEVEN.2 To Find the Best Sales Managers, Look Beyond Sales INDEX
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