Overview

Provides a competency-based sales development framework that can be adapted and customized for addressing both individual and organizational needs. Although the new millennium has ushered in an era of emphasis on e-commerce and globalization, trained sales professionals are still in demand. And developing them has never been more important. Many organizations lack a strategy and a structure for hiring, training, and developing sales professionals. This book provides a systematic framework and customizable approach to addressing this important organizational need. The case studies, lessons learned, and suggested development activities provide input from successful sales professionals that allows readers to gain valuable insight for improving the performance of their own sales organizations. For sales leaders, HR professionals, front-line managers, and others charged with the responsibility of developing an in-house sales development program or initiative, this book provides a roadmap and guide for building, implementing, and maintaining in-house programs for sales professionals across many industries, including manufacturing, health care, and the service sector. This work supplements the input from experienced sales professionals collected by personal interviews or survey instruments with material gleaned from the authors' personal experiences and involvement in a wide array of sales training and consulting projects.

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9781567204650

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Reviews

THE resource for anyone managing or working to improve a sales force. Includes research-based insights and soup-to-nuts coverage of how to invest in building sales force skills with impact straight to the bottom line. Loaded with tools, tips, scenarios, and practical insight on how to build a more successful and effective sales team--and get the most out of every training hour and dollar. -Ralph A. Olivia Executive Director, Institute for the Study of Business Markets, Professor of Marketing, Smeal: Business at Penn State

Beyond all doubt, this book presents a comprehensive and clear picture for sales training on the basis of realistic operation and competencies development. It proves highly valuable for HR professionals and others who are responsible for training sales professionals. Moreover, this books is dramatically useful for sales professionals in every level. -Simon Shen Regional Sales Manager, Leaf China I have been involved in recruiting and training sales professionals for over 33 years in the financial services industry. Had I been fortunate enough to have this book 33 years ago I am certain that ther would be many more better trained financial professionals successfully plying their trade today. This book may become the training manual for future generations of sales professionals. -Abram Brustein, CLU ChFC MSM Managing Director, National Recruiting, The Mony Group CL THE resource for anyone managing or working to improve a sales force. Includes research-based insights and soup-to-nuts coverage of how to invest in building sales force skills with impact straight to the bottom line. Loaded with tools, tips, scenarios, and practical insight on how to build a more successful and effective sales team--and get the most out of every training hour and dollar. -Ralph A. Olivia Executive Director, Institute for the Study of Business Markets, Professor of Marketing, Smeal: Business at Penn State ?Trainers and business-to-business sales practictioners should keep Creating In-House Sales Training and Development Programs: A Competency-Based Approach to Building Sales Ability hand and refer to it often. Sales practitioners will appreciate the Action Tips. Long before model airplanes are suspended from ceilings or enlarged photographers are suspended from ceilings or enlarged photographs are hung from meeting room walls, trainers will find that framing their efforts as a process of building competencies is sensible and pragmatic.?-Journal of Business-to-Business Marketing Trainers and business-to-business sales practictioners should keep Creating In-House Sales Training and Development Programs: A Competency-Based Approach to Building Sales Ability hand and refer to it often. Sales practitioners will appreciate the Action Tips. Long before model airplanes are suspended from ceilings or enlarged photographers are suspended from ceilings or enlarged photographs are hung from meeting room walls, trainers will find that framing their efforts as a process of building competencies is sensible and pragmatic. -Journal of Business-to-Business Marketing

Author Information

WILLIAM J. ROTHWELL is Professor of Human Resource Development in the Department of Adult Education, Instructional Systems and Workforce Education and Development in the College of Education at Penn State University. Previously he was assistant vice president and management development director for the Franklin Life Insurance Company and training director for the Illinois office of auditor general. He is also president of Rothwell & Associates, a private consulting firm. He is the author of, among other books, Building In-House Leadership and Management Development Programs (with H. Kazanas, Quorum Books, 1999). WESLEY E. DONAHUE is Director of Penn State Management Development Programs and Services, a self-supporting provider of education and training services to business and industry clients around the world. Before joining Penn State, he was regional sales vice president for Mar-Kay Plastics in Kansas City, Missouri, co-founder and executive vice president of Leffler Systems of New Jersey, a manufacturing company, and manager of technology for a Fortune 500 company. He also co-owned and operated a retail business for ten years. JOHN E. PARK is Associate Director of Penn State Management Development Programs and Services with special interests in sales, marketing, and strategic planning. Prior to joining Penn State, he was assistant vice president of Glenn Insurances Inc. in New Jersey, Junior Casualty Underwriter with Commercial Union Insurance, Mechanicsburg, Pensylvania, and Commercial Underwriter with Pennsylvania National Insurance in Pittsburgh. He has also been involved in all facets of a family business for over 25 years.

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