The most up-to-date and proven strategies from the CEO of Porter Henry & Co., written exclusively for sales managers
Sales Management Success: Optimizing Performance to Build a Powerful Sales Team contains a leading-edge training program that is filled with state-of-the-art approaches specifically designed for sales managers. Drawing on the author’s experience as the CEO of Porter Henry & Co. (the oldest sales-force training company in the world), Warren Kurzrock details the 8 most critical abilities and strategies in the sales manager's job. The Porter Henry process has proven to routinely help teams and individuals multiply their bottom-line results.
While all major companies provide basic orientations for new sales managers, these sessions are usually focused on policy, procedure, product, and marketing information. Most companies spend huge amounts of money on sales training new employees but do little for sales manager development. Written for sales executives in an appealing, upbeat tone, the book is well-grounded in research and real-world experience, as well as proven ideas and tools. The 8 strategies are supported with illustrative examples and quotes from successful sales executives. This must-have book:
- Contains the most up-to-date strategies for sales executives
- Offers compelling real-world examples
- Includes the ideas and tools that can be put into action immediately
- Draws on the experience of the CEO of Porter Henry & Co.
- Reinforces the immediate application and learning with assessments, exercises, professional toolbox
Table of Contents
Preface vii
Introduction ix
Chapter 1 How Eight Interacting Strategies Drive Synergistic Success 1
Chapter 2 The Dynamic Duo Sales Coaching Strategy 11
Chapter 3 A Strategy for Managing Sales Performance 37
Chapter 4 Counseling Strategy for Attitude and Performance Problems 55
Chapter 5 Optimize Time to Achieve Priorities Strategy 67
Chapter 6 A Strategy to Improve Team Selling Skills, and Yours! 79
Chapter 7 Strategies to Align and Enhance Sales Motivation 107
Chapter 8 The Strategy for Hiring Future Sales Stars Strategy 133
Chapter 9 Strategizing for the Ultimate Sales Leader 149
Chapter 10 Your Turbo-Charged Strategic Toolbox 183
Acknowledgments 207
About the Author 209
Index 211
