UID:
almahu_9949568097902882
Umfang:
1 online resource (198 p.)
ISBN:
9781000912548
,
100091254X
,
9781003348610
,
1003348610
,
9781000912555
,
1000912558
Inhalt:
Why are companies like Salesforce, Whirlpool, and Cintas repeatedly recognized for their top sales performance? What are they doing that sets them apart from their competition, allowing them to increase sales revenue year over year? It's not a result of their ability to master online sales funnels or introduce software that automates their sales process. Instead, these companies dominate in their markets because they continually elevate their sales team's performance to the level of being unstoppable. This book is written for sales executives, sales leaders, and sales managers. If you lead a sales team and want to accelerate their performance without being forced to invest in new technology, hire more employees or completely restructure your existing sales team, then this book is for you. The Unstoppable Sales Team contains the lessons learned, best practices and observations applied through the author's work with sales teams globally. Building on his popular book The Unstoppable Sales Machine, the author shares the best strategies for building a high-performing sales team that outsells and outperforms their competition.
Anmerkung:
Description based upon print version of record.
,
Chapter 8: Motivation Doesn't Come from Within
,
Cover -- Half Title -- Title Page -- Copyright Page -- Contents -- About the Author -- Introduction -- PART I: Why You Need a Strong Sales Team (Not Just Strong Sales Performers) -- Chapter 1: Start from Where You Are Right Now -- One Thing That Hasn't Changed about Selling -- What You Need Isn't What You Think -- Building an Unstoppable Sales Team -- You're in a Marathon, Not a Sprint -- Scale Sales Faster Starting from Where You Are Right Now -- Chapter 2: Your Sales Team's Greatest Challenge -- It's Becoming More Difficult for Your Buyer to Buy -- The Dawn of Buyer-Centric Selling
,
Self-Serve -- Team Decision-Making Requires a Team Approach -- Information Overload: Getting the Right Information at the Right Time -- Master of One Trade -- Jack of None -- Chapter 3: Why Selling Has Become a Team Sport -- Being a Lone Wolf Is Just Lonely -- Top Sales Performers are Attracted to Strong Sales Teams -- How Locus of Control Influences a Salesperson's Beliefs and Behaviors -- Create an Environment Ripe for Learning -- You're Sitting on a Gold Mine of Best Practices -- Shawn's Seven-Step Approach for Sales Teams to Adopt Internal Best Practices
,
Chapter 4: The Foundation of a Winning Sales Team -- Selling is Competitive -- Take Advantage of It -- Experience Trumps Theory: Learn by Doing -- Motivation is Inside Out and Outside In -- Success Breeds Success -- PART II: Building Your Unstoppable Sales Team -- Chapter 5: Where to Begin: Assessing Your Sales Team's Performance -- Setting a Sales Performance Baseline -- Why You Need to Isolate Poor Performance -- Good, Better, Best: A Structure for Sales Team Growth -- Shawn's Good, Better, Best Approach to Measuring Performance -- Basic Skill Level (Good) -- Intermediate Skill Level (Better)
,
Advanced Skill Level (Best) -- Accelerating Performance from Better to Best -- Chapter 6: The Top Sales Skills of an Unstoppable Sales Team -- Why Fit Is More Important Than Experience -- Seven Criteria for Best Fit Sales Team Members -- Shawn's Criteria for Hiring New Sales Team Members -- Element #1: Team Oriented -- Element #2: Self-Motivated -- Element #3: Collaborative -- Element #4: Creative -- Element #5: Growth Minded -- Element #6: Goal Oriented -- Element #7: Outward Communicator -- How to Address Mistakes and Errors Made by Your Sales Team -- Your Daily Sales Huddle
,
Chapter 7: Creating an Environment That Stimulates Sales Team Performance -- Setting and Selling a Compelling Future -- Shawn's Steps to Create a Compelling Future -- Multi-Directional Communication: Persistent, Parallel, and Permeable -- Shawn's Three Ps of Effective Sales Team Communication -- Adopting a Hunger for New Skills Development -- Factors That Influence Participation in a Learning Environment -- Shawn's Rules to Create Sales Team Engagement in a Learning Environment -- Sales Meetings That Stimulate Learning -- Sales Meeting Preparation -- Sales Meeting Format -- Sales Meeting Outcomes
Weitere Ausg.:
Print version: Casemore, Shawn The Unstoppable Sales Team Milton : Productivity Press,c2023 ISBN 9781032391519
Sprache:
Englisch
Schlagwort(e):
Electronic books.
DOI:
10.4324/9781003348610
URL:
https://www.taylorfrancis.com/books/9781003348610
