Seven Steps to Success for Sales Managers

Author: Max F. Cates
Publisher: FT Press
ISBN: 0134211219
Format: PDF, ePub, Docs
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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
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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.

Make Success Happen

Author: Deborah Galiffa Fliehman
Publisher: Createspace Independent Publishing Platform
ISBN: 9781539370239
Format: PDF, Kindle
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Through Make Success Happen, marketing expert Deborah Galiffa Fliehman accelerates your journey along a rigorous marketing plan learning curve. Reviewers say, "this is a must read for anyone looking for a step-by-step process," "Debbie does an amazing job of making sense of it all in simple, easy-to-follow steps," "Debbie is one of the most thorough and effective marketing professionals I have ever dealt with," "Make Success Happen is a must read for entrepreneurs, executives, and business leaders across all industries." Fliehman's seven steps include how to organize a team, develop purpose statements, create a corporate identity, identify customer opportunities, select marketing activities, prepare a budget, and implement and evaluate your marketing plan. As a bonus, she has included a chapter on how to build a graphic standards manual. She shares her extensive knowledge and experience in marketing communication; advertising; sales promotion; public relations; conventions, tradeshows, and special events; public speaking; management consulting; strategic planning; publications; training and education; audio and video production; and budgeting.

Advisory Leadership

Author: Greg Friedman
Publisher: John Wiley & Sons
ISBN: 1119136083
Format: PDF, Kindle
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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.

Seven Steps to a Successful Business Plan

Author: Al Coke
Publisher: Amacom Books
ISBN: 9780814406489
Format: PDF
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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, Mobi
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Suggests a series of steps for effective selling, and discusses telephone selling, speaking, writing, entertainment, sales management and other topics

Seven Steps to Mastering Business Analysis

Author: Barbara A. Carkenord
Publisher: J. Ross Publishing
ISBN: 1604270071
Format: PDF, Docs
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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.

7 Secrets to Successful Sales Management

Author: Jack D. Wilner
Publisher: CRC Press
ISBN: 9781574440881
Format: PDF, ePub, Docs
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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!"

Personal Success The Brian Tracy Success Library

Author: Brian Tracy
Publisher: AMACOM
ISBN: 0814437044
Format: PDF, ePub
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Why are some people more successful than others? What gives them their "winning edge"? World-renowned performance expert Brian Tracy has spent decades studying uncommonly high achievers, and in this short, inspiring volume, he shares what he has learned: Even small adjustments in outlook and behavior can lead to enormous differences in results. Personal Success explains how you, too, can unlock your potential. It helps you: Set clear personal and professional goals-because you can't hit a target that you can't see * Change your mindset to attract opportunity * Banish self-limiting beliefs * Build your self-confidence * Develop a bias for action * Practice courage-because all successful people are risk takers * Sharpen your natural intuition * Maintain a positive mental attitude * Continually upgrade your skills-seizing every opportunity to learn and grow * Make a habit of networking * Become a strong strategic planner * Commit to excellence * And more Where do you want to be in one, three, or five years? Packed with simple but game-changing techniques, this energizing success manual shows you how to transform your dreams into tangible results.

10 Steps to Successful Time Management

Author: Cyndi Maxey
Publisher: American Society for Training and Development
ISBN: 1562867180
Format: PDF, Kindle
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Going beyond simply managing time, this book posits what would happen if you managed time effectively and in line with your priorities. The goal of the book is not to save time, after all, that can t be done. However, the techniques and steps presented in the book will allow you to spend your time wisely on the things that matter to you, instead of wasting time on everything else that gets in the way.|Going beyond simply managing time, this book posits what would happen if you managed time effectively and in line with your priorities. The goal of the book is not to save time, after all, that can t be done. However, the techniques and steps presented in the book will allow you to spend your time wisely on the things that matter to you, instead of wasting time on everything else that gets in the way.