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Author: Andris A. Zoltners Publisher: Zs Associates, Incorporated ISBN: 9780985343606 Category : Business & Economics Languages : en Pages : 284
Book Description
First-line sales managers (FLMs) play a key role in helping a sales organization drive profitable revenue growth in an ever-changing business environment. But although directly responsible for managing and driving sales force performance, FLMs often don't get enough time, attention, and resources from sales leaders. "Building a Winning Sales Management Team" shows just how important FLMs are to sales organizations--and what happens when companies underinvest in these key players. Authors of four previous books on sales management, Zoltners, Sinha and Lorimer show in "Building a Winning Sales Management Team" just how companies can nurture successful FLMs and improve sales force productivity. The book has dozens of real-life examples of how investing in first-line management paid off in a big way. In developing the book, the authors collaborated with leaders from some of the world's top companies. The authors also draw on their cumulative experience as sales and marketing consultants, faculty members at Northwestern University's Kellogg School of Management, and business speakers and writers to produce fresh, completely original insights on sales force effectiveness. "Building a Winning Sales Management Team" shows in detail exactly how companies can improve FLM performance. The authors reveal eight key drivers for defining, creating and enabling a successful first-line sales management team, and show how FLMs are critical facilitators of change. The book also includes a self-assessment tool to help organizations determine the right priorities to start improving sales management team performance.
Author: Andris A. Zoltners Publisher: Zs Associates, Incorporated ISBN: 9780985343606 Category : Business & Economics Languages : en Pages : 284
Book Description
First-line sales managers (FLMs) play a key role in helping a sales organization drive profitable revenue growth in an ever-changing business environment. But although directly responsible for managing and driving sales force performance, FLMs often don't get enough time, attention, and resources from sales leaders. "Building a Winning Sales Management Team" shows just how important FLMs are to sales organizations--and what happens when companies underinvest in these key players. Authors of four previous books on sales management, Zoltners, Sinha and Lorimer show in "Building a Winning Sales Management Team" just how companies can nurture successful FLMs and improve sales force productivity. The book has dozens of real-life examples of how investing in first-line management paid off in a big way. In developing the book, the authors collaborated with leaders from some of the world's top companies. The authors also draw on their cumulative experience as sales and marketing consultants, faculty members at Northwestern University's Kellogg School of Management, and business speakers and writers to produce fresh, completely original insights on sales force effectiveness. "Building a Winning Sales Management Team" shows in detail exactly how companies can improve FLM performance. The authors reveal eight key drivers for defining, creating and enabling a successful first-line sales management team, and show how FLMs are critical facilitators of change. The book also includes a self-assessment tool to help organizations determine the right priorities to start improving sales management team performance.
Author: Swapnil Sankhe Publisher: Notion Press ISBN: 1643246356 Category : Self-Help Languages : en Pages : 78
Book Description
Different sales management processes have been in use over the years, but their ability to add value to the sales rep has been limited or non-existent. As a sales professional myself for over 20 years, I often felt that the current processes of sales management are not holistic and do not relate to “winning”. They focus more on “reporting” or merely creating and tracking the leads data. Using my own experience and gathering from the experiences of other sales and management professionals from around the world, I have created a process named NISEselling™ that integrates lead management, revenue forecasts and revenue delivery into one and helps to build a continuous improvement culture in the sales org. NISEselling™ methodology introduced in this book provides operational, tactical and strategic guidance to the sales rep and to the sales manager. By mastering & deploying the proposed methodology, the sales rep can predict more about the results and bring about continuous improvement in the ability to win. The Sales Rep’s Guide is a must-have tool for sustainable success and career growth for every sales professional.
Author: Lisa Spiller Publisher: SAGE ISBN: 1529765013 Category : Business & Economics Languages : en Pages : 423
Book Description
Packed with engaging examples and case studies from companies including Amazon, IBM, and Pepsi, as well as unique insights from sales professionals across the globe, this comprehensive textbook balances research, theory, and practice to guide students through the art and science of selling in a fast-changing and digital age. The text highlights the emerging role of storytelling, sales analytics and automation in a highly competitive and technological world, and includes exercises and role plays for students to practice as they learn about each stage of the selling process. As well as its focus on selling, the text also provides students with essential sales management skills such as onboarding, coaching, mentoring, and leading salespeople, as well as managing sales pipelines, territories, budgets, systems, and teams when not in the field. Online resources are included to help instructors teaching with the textbook, including PowerPoint slides and a testbank. Chapter overviews and teaching notes for the roleplays included in the text and suggested course projects and worksheets are also provided for instructors. Suitable for courses on selling and sales management at all college and university levels.
Author: David Brock Publisher: Partners in Excellence ISBN: 9780997560206 Category : Languages : en Pages : 358
Book Description
Finally! The definitive guide to the toughest, most challenging, and most rewarding job in sales. Front Line Sales Managers have to do it all - often without anyone showing them the ropes. In addition to making your numbers your job calls upon you for: Constant coaching, training, and team building Call, pipeline, deal, territory, one-on-ones, and other reviews that drive business performance Recruiting, interviewing, hiring, and onboarding top talent Responding to shifts in the marketplace - and in your company Dealing with, turning around, or terminating problem employees Analyzing and acting upon metrics to correct performance Managing the business and executive expectations Leveraging sales systems, tools, and processes Conducting performance reviews and setting expectations And more All this and making the numbers! Sales Manager Survival Guide addresses each of these issues, and many others, clearly, honestly, and in-depth. Drawing upon decades of experience in sales, sales management, and sales executive positions from small companies to giant corporations, David Brock gives you invaluable insight, wisdom, and above all practical guidance in how to handle the wide array of challenges and responsibilities you'll face as a Front Line Sales Manager. If you're a sales manager, or want to become one, this book shows you how to survive-and thrive. And if you want to be a great sales manager, this book shares the secrets, tools, and best practices to help you climb to the top-and beyond. "This is THE go-to resource for sales management!" Mike Weinberg, author of Sales Management Simplified
Author: Thomas N. Ingram Publisher: Taylor & Francis ISBN: 1000994333 Category : Business & Economics Languages : en Pages : 377
Book Description
This 11th edition of Sales Management continues the tradition of blending the most recent sales management research with the real-life "best practices" of leading sales organizations and sales professionals. Reflecting today’s emphasis on analytics and customer experience (CX), this edition focuses on the importance of employing different data-based selling strategies for different customer groups, as well as integrating corporate, business, marketing, and sales-level strategies and plans. Sales Management includes coverage of the current trends and issues in sales management, along with real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions. The new 11th edition includes: Emphasis on data-driven decision making, ethics, the use of artificial intelligence, the customer experience, leadership, sales enablement technology, and new communication technologies; Updated end-of-chapter cases with application questions, along with skill-building experiential exercises with discovery investigations and focused role plays, which place students in the role of sales manager; Updated ethical dilemmas for students to practice ethical decision making; Revised ‘Sales Management in Action’ boxes; Multiple vignettes embedded in each chapter featuring sales management professionals and well-known companies discussing key topics from that chapter. This text is core reading for postgraduate, MBA, and executive education students studying sales management. An updated online instructor’s manual with solutions to cases and exercises, a revised test bank, and updated PowerPoints is available to adopters.
Author: Jiju Antony Publisher: Routledge ISBN: 1134596154 Category : Business & Economics Languages : en Pages : 258
Book Description
This book considers strategic aspects of quality management and self-assessment frameworks, and provides an in-depth examination of a number of the main quality improvement tools and techniques. Incorporating a critical orientation and drawing upon original case-studies, it also reviews the implementation of a variety of quality management programmes in a range of organisational contexts, including manufacturing, higher education, health care, policing and retailing.
Author: Thomas Baumgartner Publisher: John Wiley & Sons ISBN: 1118343514 Category : Business & Economics Languages : en Pages : 258
Book Description
Drawing on interviews of global sales leaders, provides ways to overcome competition, maximize market opportunities, and improve sales growth.
Author: INCOSE Publisher: John Wiley & Sons ISBN: 1119862574 Category : Technology & Engineering Languages : en Pages : 708
Book Description
Systems Engineering Compilation of 37 competencies needed for systems engineering, with information for individuals and organizations on how to identify and assess competence This book provides guidance on how to evaluate proficiency in the competencies defined in the systems engineering competency framework and how to differentiate between proficiency at each of the five levels of proficiency defined within that document. Readers will learn how to create a benchmark standard for each level of proficiency within each competence area, define a set of standardized terminology for competency indicators to promote like-for-like comparison, and provide typical non-domain-specific indicators of evidence which may be used to confirm experience in each competency area. Sample topics covered by the three highly qualified authors include: The five proficiency levels: awareness, supervised practitioner, practitioner, lead practitioner, and expert The numerous knowledge, skills, abilities, and behavior indicators of each proficiency level What an individual needs to know and be able to do in order to behave as an effective systems engineer How to develop training courses, education curricula, job advertisements, job descriptions, and job performance evaluation criteria for system engineering positions For organizations, companies, and individual practitioners of systems engineering, this book is a one-stop resource for considering the competencies defined in the systems engineering competency framework and judging individuals based off them.
Author: Andris A. Zoltners
Author: Andris A. Zoltners
Author: Douglas A. Gray
Author: Swapnil Sankhe
Author: Lisa Spiller
Author: David Brock
Author: Thomas N. Ingram
Author: Jiju Antony
Author: Thomas Baumgartner
Author: INCOSE
Author: