Overview

How can organizations provide the right sales training to the right sales people at the right time? This book is filled with a diverse collection of case studies from top companies and provides a practical road map and the proven tools for organizations that want to implement a winning sales training program. The book offers helpful techniques and tips on how to successfully execute sales training with limited resources and cut budgets. It provides how-to guidelines for successful sales training in a down economy. It is written by 13 experts who have experience selling and have managed sales people. The contributors have combined experience of improving sales performance of over 120 years. The book contributors are Bob Rickert, Jim Graham, Teresa Hiatt, Michael Rockelmann, Maris Edelson, Susan Onaitis, Susanne Conrad, Rick Wills, Ken Phillips, Trish Uhl, Gary Summy, Lanie Jordan, and Renie McClay.

Full Product Details

Author:   Renie McClay
Publisher:   John Wiley and Sons Ltd
Imprint:   John Wiley & Sons Ltd
Dimensions:   Width: 16.00cm , Height: 3.20cm , Length: 23.10cm
Weight:   0.564kg
ISBN:  

9780470488669

ISBN 10:   0470488662
Pages:   352
Publication Date:   05 March 2010
Audience:   Professional and scholarly ,  Professional & Vocational
Format:   Hardback
Publisher's Status:   Active
Availability:   Awaiting stock  
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Table of Contents

Introduction ix 1. Invest in Your Salespeople Now 1 Bob Rickert 2. Winning Leadership Support for Sales Initiatives 23 Jim Graham 3. The Perfect Salesperson: A Guide to Building Your Dream Team 45 Teresa Hiatt 4. Develop Sales Reps Using Structured Feedback 67 Kenneth R. Phillips 5. So Many Choices: Determining the Right Solution 93 Michael Rockelmann 6. Capabilities: The Engine That Drives Success 111 Maria Edelson 7. Making Training Stick: Get Them to Use It 123 Susan Onaitis 8. Measuring the Impact: Did They Use It? 141 Gary Summy 9. Collaborative Partnership to Maximize L&D Investment 161 Susanne Conrad 10. Sales Managers: The Heavy Lifters in Training Salespeople 181 Rick Wills 11. Productive New Hires, Faster: You Don’t Get a Second Chance to Make a First Impression 199 Renie McClay 12. ``Raise the Roof’’ Sales Meetings 235 Lanie Jordan 13. Successfully Leading Virtual Sales Teams 261 Renie McClay 14. Media Mojo: Using Technology as a Survival Strategy 273 Trish Uhl About the Editor 305 About the Contributors 307 Index 317

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Author Information

THE EDITOR Renie McClay has managed sales training for three Fortune 500 Companies, including Kraft, Novartis, and Pactiv (makers of Hefty). She spent 20 years in sales, account management, sales management, and sales training roles with Kraft. She has hired and managed sales teams and sales trainers. Her company, Inspired Learning, helps companies to design and deliver programs and curriculum for new and veteran sales people and sales management globally. Renie is a past president of SMT: Center for Sales Excellence and the author of Sales Training Solutions, 10 Steps to Successful Teams, and The Essential Guide to Training Global Audiences.

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