Seven Steps to Success for Sales Managers

Author: Max F. Cates
Publisher: FT Press
ISBN: 0134211219
Format: PDF, Kindle
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Master today’s breakthrough strategy for developing and sustaining high-performance sales teams! Long-time sales team leader Max Cates shows how to go far beyond "old school," "command and control" sales management, unleashing the full power and energy of your salespeople through a participatory management approach that works. Drawing on 36+ years of sales and sales management experience, Cates presents proven tactics for: Developing your own mental toughness, emotional intelligence, strategic thinking, and promotability Becoming a true servant leader in sales: providing the right structure, challenges, respect, involvement, and support Hiring more effective and productive salespeople – including expert tips for interviewing, recruiting, reading body language, using data, and choosing amongst candidates Building winning teams that meet sales objectives and delight customers Empowering sales reps and teams in decision-making that increases sales productivity Measuring individual and team performance towards objectives Keeping people on target without micro-managing them Promoting team growth and continual improvement Leveraging Six Sigma and the Deming Cycle to sustain success, morale, and performance And much more Seven Steps to Success for Sales Managers presents proven sales management tactics in a "bulletized" format that’s easy to read – and just as easy to use. Cates combines decades of in-the-trenches experience with cutting-edge research on the latest sales trends and tactics. Whether you’re a working sales manager, VP of sales, account team leader, executive MBA program participant, or aspiring sales manager, this guide will help you build an outstanding team, empower it, and lead it to sustained success.

7 Steps to Sales Force Transformation

Author: Warren Shiver
Publisher: Springer
ISBN: 1137548053
Format: PDF, ePub, Docs
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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.

Seven Steps to Mastering Business Analysis

Author: Barbara A. Carkenord
Publisher: J. Ross Publishing
ISBN: 1604270071
Format: PDF, Kindle
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"This book provides a "how to" approach to mastering business analysis work. It will help build the skill sets of new analysts and all those currently doing analysis work, from project managers to project team members such as systems analysts, product managers and business development professionals, to the experienced business analyst. It also covers the tasks and knowledge areas for the new 2008 v.2 of The Guide to the Business Analysis Body of Knowledge (BABOK) and will help prepare business analysts for the HBA CBAP certification exam."--BOOK JACKET.

Seven Steps to a Successful Business Plan

Author: Al Coke
Publisher: Amacom Books
ISBN: 9780814406489
Format: PDF, ePub
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As the saying goes, "People don't plan to fail -- they fail to plan". In business, this failing is fatal -- because planning is essential to the well-being and success of any company. This new book cuts past the traditional planning problems and provides readers with a documented method of building a simplified business plan that works! This book helps managers find a sensible starting point, understand the value of an integrated planning model, and finally write a logical business plan. Four features make it all work: 1. A Seven-Step Planning Process -- How you plan to integrate planning down to the lowest level. 2. Your Management Story -- Define what the company is "about", and ask yourself if it makes a good "story?" 3. The Concept of backPlanning -- Where do you want to be, and how do you work backward form there? 4. The 5-Page Business Plan -- How can you create a concise, functional, and user-friendly plan -- in just 5 pages?

Seven Pillars of Sales Success

Author: Jonathan Evetts
Publisher: Sterling Publishing Company Incorporated
ISBN: 9780806972046
Format: PDF
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Suggests a series of steps for effective selling, and discusses telephone selling, speaking, writing, entertainment, sales management and other topics

7 Secrets to Successful Sales Management

Author: Jack D. Wilner
Publisher: CRC Press
ISBN: 9781574440881
Format: PDF, ePub, Mobi
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There are hundreds of books out there on sales, but 7 Secrets to Successful Sales Management is one of the few aimed directly at the most critical person in the sales organization: the sales manager. A practical, hands-on guide, the book presents an integrated approach to sales management and combines the author's experience with innovative strategies for motivating your sales force, recruiting quality sales people, and training new employees. Written by a grizzled veteran, the book reflects his success and allows you to learn from his mistakes. As Jack Wilner is fond of saying, "Nothing in this book is theoretical. It's all based on one thing and one thing only-what works!"

Just Add Management Seven Steps to Creating a Productive Workplace and Motivating Your Employees In Challenging Times

Author: Farzad Dibachi
Publisher: McGraw Hill Professional
ISBN: 9780071416870
Format: PDF, ePub, Mobi
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A manager's tough-love guide to rebuilding corporate value After more than a decade of experimentation, hands-off managment has proven to be a bust. When managers don't know what their people are doing all day, budgets soar and profits plummet. Just Add Management offers managers a clear, practical program for getting employees back on track by: Refocusing corporate culture on getting work done Setting priorities and align projects with those priorities Creating and enforcing processes and tracking progress Farzad and Rhonda Dibachi, a seasoned Silicon Valley husband-and-wife management team, bring unique technical and business backgrounds to the book, including expertise in helping companies focus on doing what matters and a mature, hardnosed approach to business.

Advisory Leadership

Author: Greg Friedman
Publisher: John Wiley & Sons
ISBN: 1119136083
Format: PDF
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The financial advisory business is in a state of transition. With the rise of robo-solutions and a growth in demand for financial advice, advisors today are faced with the reality of an unpredictable future as they plan for retirement. There is one overarching question -- what can a financial advisor do in this competitive, challenging market to differentiate his or her firm and thrive? Using seven-steps as a guide, industry expert Greg Friedman will help advisors and professionals achieve success and continued growth within their practices. The steps include: * Patience. Taking your time in the hiring process. * Honesty and Integrity. Speaking openly and walking the walk. * Compassion. Unlocking the secret to a people-first company. * Respect. Promoting personal growth, the key to inspiring motivation. * Persistence and Consistency. Maintaining employee relationships. * Encouragement. Rewarding firm-wide collaboration and a team mentality. * Courage. Reshaping your company's DNA. With a focus on people first, Friedman offers advice on how the right company culture, if nurtured and maintained, can elevate a firm from surviving to thriving.

The Seven Keys to Managing Strategic Accounts

Author: Sallie Sherman
Publisher: McGraw Hill Professional
ISBN: 9780071436304
Format: PDF, ePub, Mobi
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Market-proven strategies to generate competitive advantage by identifying and always taking care of your best customers The Seven Keys to Managing Strategic Accounts provides decision makers with a proactive program for profitably managing their largest, most critical customers--their strategic accounts. Drawing on the expertise of S4 Consulting, Inc., a leading-edge provider of strategic account consulting, and Miller Heiman, a global sales training leader serving many Fortune 500companies, this how-to book shows how many of today's market leaders have learned to focus on their most profitable customers, avoiding or overcoming common errors before they become relationship-crippling disasters. Placing its total focus on the design and implementation of cost-effective strategic account management programs, this hands on book provides: A world-class competency model for strategic account managers Techniques for developing a program to manage and grow "co-destiny" relationships Examples and cases from Honeywell, 3M,and other leading corporations

Seven Steps to a Successful Career

Author: Lucinda Becker
Publisher: SAGE
ISBN: 1473967856
Format: PDF, ePub, Mobi
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Lecturers request your electronic inspection copy here Are you a student thinking about the next steps in your career or study? Are you taking an employability module at university or are you just keen to learn more about how to get the job you want? If you answered yes to any of the above, then this book is for you! Clear, focused and strategic it is written as a series of FAQs and builds upon real student experiences. Designed to help the modern student it offers pragmatic, jargon-free advice which will help you to move forward into a successful job application or career change. Key features of the book include: Advice from current students, graduates and employers Exercises designed to provide a ‘quick fix’ when faced with challenges Checklists enabling you to record progress as you move through sections or tasks Practical steps you can take to sustain momentum as you move through your studies. This is an ideal guide to making the most of your skills, beating the competition and getting your ideal job! SAGE Study Skills are essential study guides for students of all levels. From how to write great essays and succeeding at university, to writing your undergraduate dissertation and doing postgraduate research, SAGE Study Skills help you get the best from your time at university. Visit the SAGE Study Skills website for tips, quizzes and videos on study success!