The Zero Turnover Sales Force

Author : Doug MCLEOD
Publisher : AMACOM Div American Mgmt Assn
ISBN 13 : 081441561X
Total Pages : 258 pages
Book Rating : 4.10/5 ( download)

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Download or read book The Zero-Turnover Sales Force written by Doug MCLEOD and published by AMACOM Div American Mgmt Assn. This book was released on 2010-03-26 with total page 258 pages. Available in PDF, EPUB and Kindle. Book excerpt: There’s no question about it...Sales force turnover can be disastrous to the financial health of an organization, whatever its size, whatever its products or services. With a salesperson’s exit often costing at least 150% of that employee’s annual compensation, a high rate of turnover can translate into millions of dollars lost each year. The Zero-Turnover Sales Force exposes the outdated Old School management practices that perpetuate this costly but avoidable problem. This eye-opening book examines the real reasons for high turnover, explains how it can be avoided, and gives readers specific strategies for maximizing the effectiveness of their sales force. The book demonstrates how to combat “the 12 Assassins of Sales Force Stability,” such as cold calling, straight commission sales compensation, weak recruiting, unfocused training, fuzzy goals, and unrealistic expectations. Sparkling with fresh thinking on hiring smarter, appreciating the values of younger salespeople, retaining top sellers, eliminating wasteful cold calling, and conducting sales meetings that work, The Zero-Turnover Sales Force is a powerful must-read for any corporate executive, sales manager, or salesperson who aspires to management.

Author : Warren Shiver
Publisher : Springer
ISBN 13 : 1137548053
Total Pages : 197 pages
Book Rating : 4.54/5 ( download)

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Download or read book 7 Steps to Sales Force Transformation written by Warren Shiver and published by Springer. This book was released on 2016-04-29 with total page 197 pages. Available in PDF, EPUB and Kindle. Book excerpt: The sales force is a company's main engine for driving revenue, one that often requires change to stay competitive and achieve desired results. To improve sales performance, many organizations seek out a 'Silver Bullet'. Transformation is not a one-time, check-the-box event, but a rigorous, ongoing process. Unfortunately, there is no one-off solution to the hard work of transformation. There is, however, a methodology derived from the authors' combined decades of work and their qualitative and quantitative research on sales force transformation. This book provides a practical approach to effect significant, measurable and sustainable transformation in your sales organization. 7 Steps to Sales Force Transformation will help readers determine if their sales organizations need a transformation and if so, how to assess their sales organization's readiness through the analysis of six 'levers' of successful sales transformations. It also guides readers through a series of tasks, analyses, and decisions that will lead to a successful transformation. In particular, the authors will show you how to clarify your sales transformation vision and sell it to upper management, detail methods on how to deploy your vision, offer advice on how to sustain transformation through leadership and communication, and outline current trends that will impact future sales transformation. This book is targeted at anyone who has control over a sales organization or who wants to transform a sales team, including sales managers, sales executives, CEOs, COOs, and others who advise or influence those stakeholders, such as associates at consulting and private equity firms. Through original quantitative research, the authors' own experiences transforming sales organizations, and the lessons learned by a host of sales professionals they interviewed, you will understand how to transform and modernize your sales force to achieve your desired sales results and provide your customers with better service and value.

Author : Andris A. ZOLTNERS
Publisher : AMACOM Div American Mgmt Assn
ISBN 13 : 0814410421
Total Pages : 498 pages
Book Rating : 4.24/5 ( download)

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Download or read book Building a Winning Sales Force written by Andris A. ZOLTNERS and published by AMACOM Div American Mgmt Assn. This book was released on 2009-02-11 with total page 498 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales force effectiveness drives every company's success, but keeping a sales organization at the top of its game is a constant challenge. As experts in the field, Andy Zoltners and Prabha Sinha have helped sales leaders around the world perfect their sales strategy, operations, and execution. Combining strategic insight with pragmatic advice, Building a Winning Sales Force provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today’s sales organi­za­tions. The book shows readers how to: assess how good their sales force really is • identify sales force improvement opportunities • implement tools and processes that have immediate impact on sales effec­tive­ness • attract and retain the best salespeople • design incen­tive compensation plans • set goals • manage sales perform­ance • motivate the sales force With practical advice and case studies of companies that have conquered even the most challenging obstacles, Building a Winning Sales Force will enable every company to drive sales and stay competitive.

Author : Aaron Ross
Publisher : Lightning Source Incorporated
ISBN 13 : 9780984380213
Total Pages : 208 pages
Book Rating : 4.13/5 ( download)

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Download or read book Predictable Revenue written by Aaron Ross and published by Lightning Source Incorporated. This book was released on 2011-05 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: Called "The Sales Bible of Silicon Valley"...discover the sales specialization system and outbound sales process that, in just a few years, helped add $100 million in recurring revenue to Salesforce.com, almost doubling their enterprise growth...with zero cold calls. This is NOT just another book about how to cold call or close deals. This is an entirely new kind of sales system for CEOs, entrepreneurs and sales VPs to help you build a sales machine. What does it take for your sales team to generate as many highly-qualified new leads as you want, create predictable revenue, and meet your financial goals without your constant focus and attention? Predictable Revenue has the answers

Author : Andris A. Zoltners
Publisher : AMACOM/American Management Association
ISBN 13 : 9780814426166
Total Pages : 504 pages
Book Rating : 4.66/5 ( download)

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Download or read book The Complete Guide to Accelerating Sales Force Performance written by Andris A. Zoltners and published by AMACOM/American Management Association. This book was released on 2001 with total page 504 pages. Available in PDF, EPUB and Kindle. Book excerpt: To boost your sales group's performance, give your salespeople very specific assessments and instructions, as per authors Andris A. Zoltners, Prabhakant Sinha and Greggor A. Zoltners. The trouble here is that the instructions are not only detailed, they are highly technical. You have to see sales as a science to make the best use of the graphs, charts, lists, diagrams and formulas. If you can make your way through the academic writing, you'll find some useful hard data, such as statistical evidence that backs the need for precise sales performance assessments. Despite its lengthy retelling of some very basic sales principles, getAbstract.com recommends this manual to the audience its authors suggest, "sales managers, top managers, salespeople who want to advance professionally, divisional presidents and business owners" plus business school students. If you're going to be academic, you might as well learn something.

Author : David Nugent
Publisher : David Nugent
ISBN 13 : 1737970112
Total Pages : 85 pages
Book Rating : 4.18/5 ( download)

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Download or read book Zero Sales written by David Nugent and published by David Nugent. This book was released on 2021-11-29 with total page 85 pages. Available in PDF, EPUB and Kindle. Book excerpt: I created the Zero Sales Theory to both demystify the complex nature of revenue generation and create an understandable process that has proven very successful for me, in the hope that it would empower others. I hope to also shine a light on a “business art” that is often looked down upon by those who still subscribe to the idea of old-school sales and cheesy salespeople. Generating revenue requires a certain kind of practical intelligence that includes a nuanced set of skills honed over time but never perfected. It is the foundation of all business and creates happiness and security for millions of people.

Author : Byron Matthews
Publisher : John Wiley & Sons
ISBN 13 : 1119440270
Total Pages : 263 pages
Book Rating : 4.77/5 ( download)

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Download or read book Sales Enablement written by Byron Matthews and published by John Wiley & Sons. This book was released on 2018-05-01 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: Put buyer experience and selling resources front-and-center to boost revenue Sales Enablement is the essential guide to boosting revenue through smarter selling. A thorough, practical introduction to sales enablement best practices, this book provides step-by-step approaches for implementation alongside expert advice. In clarifying the sales enablement space and defining its practices, this invaluable guidance covers training, content, and coaching using a holistic approach that ensures optimal implementation with measureable results. Case studies show how enablement is used effectively in real-world companies, and highlight the essential steps leaders must take to achieve their desired sales results. Smarter buyers require smarter selling, and organizations who have implemented enablement programs attain revenue goals at a rate more than eight percent higher than those that do not. This book provides a 101 guide to sales enablement for any sales professional wanting to enhance sales and boost revenue in an era of consumer choice. Understand sales enablement and what it can do for your company Implement enablement using techniques that ensure sustainable, measureable performance impact Adopt proven best practices through step-by-step advice from experts Examine case studies that illustrate successful implementation and the impact of sales enablement on revenue Consumers are smarter, more connected, and more educated than ever before. Traditional sales strategies are falling by the wayside, becoming increasingly less effective amidst the current economic landscape. Companies who thrive in this sort of climate know how to speak to the customer in their own terms, and sales enablement keeps the customer front-and-center by providing sales people with the resources buyers want. Sales Enablement provides a scalable, sales-boosting framework with proven results.

Author : René Y. Darmon
Publisher : Cambridge University Press
ISBN 13 : 0521848342
Total Pages : 334 pages
Book Rating : 4.43/5 ( download)

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Download or read book Leading the Sales Force written by René Y. Darmon and published by Cambridge University Press. This book was released on 2007 with total page 334 pages. Available in PDF, EPUB and Kindle. Book excerpt: A guide for sales managers, presenting an integrative vision of the complex sales force system.

Author : Phil Fernandez
Publisher : John Wiley & Sons
ISBN 13 : 1118299299
Total Pages : 240 pages
Book Rating : 4.96/5 ( download)

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Download or read book Revenue Disruption written by Phil Fernandez and published by John Wiley & Sons. This book was released on 2012-05-01 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Strategies for any company to transform its sales and marketing efforts in a way that truly accelerates revenue growth Revenue Disruption delivers bold new strategies to transform corporate revenue performance and ignite outsized revenue growth. Today's predominant sales and marketing model is at best obsolete and at worst totally dysfunctional. This book offers a completely new operating methodology based on a sales and marketing approach that recognizes the global technological, cultural, and media changes that have forever transformed the process of buying and selling. The dysfunctional state of today's corporate revenue creation model results in trillions of dollars in lost growth opportunities. Revenue Disruption examines the problems of the current model and offers real-world solutions for fixing them. It lays out a detailed plan that businesspeople and companies can use to fundamentally transform their sales and marketing performance to win this century's revenue battle.

Author : Mike Weinberg
Publisher : AMACOM
ISBN 13 : 0814436447
Total Pages : 243 pages
Book Rating : 4.48/5 ( download)

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Download or read book Sales Management. Simplified. written by Mike Weinberg and published by AMACOM. This book was released on 2015-10-21 with total page 243 pages. Available in PDF, EPUB and Kindle. Book excerpt: Packed with examples and anecdotes, Sales Management. Simplified. offers a proven formula for prospecting, developing, and closing deals—in your time, on your terms. Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies to find the answer - and it's one that may surprise you. Typically, the issue lies not with the sales team but with how it is being led. Through their attitude and actions, senior executives and sales managers unknowingly undermine performance. Weinberg tells it straight by calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news is that with the right guidance, results can be transformed. In Sales Management. Simplified., Weinberg teaches managers how to: Implement a simple framework for sales leadership Foster a healthy, high-performance sales culture Conduct productive meetings Put the right people in the right roles Retain top producers and remediate underperformers Point salespeople at the proper targets Blending blunt, practical advice with funny stories from the field, Sales Management. Simplified. delivers the tools every sales manager needs to succeed. Managing sales doesn’t have to be complicated, and the solution starts with you!