The Unstoppable Sales Team Elevate Your Team's Performance, Win More Business, and Attract Top Performers
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 funn...
| Otros Autores: | |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
New York :
Productivity Press
2023.
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| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009784623706719 |
Tabla de Contenidos:
- 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
