Help your people think of new and better ways to meet and go beyond their sales goals. Teach them to share their most innovative sales techniques, so that they all benefit from internal benchmarking. Develop with them the commitment to take what you've given and make it a reality—and do it as a team.
Relationship management principles are grounded in old-fashioned values such as respect, open communications and trust. Skillful application of these values to every aspect of the customer relationship have shaped the marketing programs that have successfully built customer loyalty and profits for many of America's leading corporations.
Sales leadership is very hard to define. It really does center on communication which is many things: sales, style, goals, objectives, etc. What must you do as a manager to communicate the culture you desire? Knowing sales management must be focused on people and learning skills to coach and council. Mr. Miller helps you to improve your communication skills and more! Leadership is the residual of these efforts.
Beat your competition with proven methods that dramatically increase revenue predictability and improve productivity, by integrating pipeline analysis and behavioral factors. Give your team state-of-the-art analysis and coaching tools and ensure that your sales force activity is aligned with corporate goals.
While automation can speed up an effective sales process, money spent to automate a flawed process will only enable you to make the same mistakes faster. Improve your sales process first, and you'll get more effective, predictable, and lasting return on your automation investment. Successful sales processes have clearly-defined goals and allow for lots of "touch" - direct customer contact.
The critically acclaimed book, Creating the Loyalty-Driven Organization, written by Mr. McCarthy, states that the key to success in the 90's and beyond is to create loyalty-driven organizations and enterprises which encourage and engender loyalty, not only from employees but from customers.
Real world examples demonstrate how top management can determine whether a salesperson will sell. Mr. Kurlan shows why a salesperson's "Buy Cycle" will either make or break a deal and discusses what you can do with those "weak links". Walk away with the knowledge of where to find hidden problems and what actions to take to upgrade your sales force.
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