Drive a great sales team: for sales managers who want results

Contents......Page 6
List of illustrations......Page 9
Preface......Page 10
Impressing others......Page 12
Self-objectivity – know thyself......Page 13
Gaining from experience......Page 14
The learning process......Page 15
Perception and critical examination......Page 17
The need to survive......Page 19
Case studies......Page 20
To sum up......Page 21
The spiral of failure......Page 22
The spiral of success......Page 25
Checklist......Page 27
Twelve positive personality profile points......Page 28
Making positive improvements......Page 29
Case studies......Page 30
To sum up......Page 31
Handling the job......Page 32
Styles of management......Page 34
Styles of leadership......Page 39
Problem analysis and solving......Page 42
Plan for management......Page 47
Case study......Page 50
To sum up......Page 52
The sales person's role......Page 53
The job specification......Page 54
Preparation for recruitment......Page 56
Candidate selection......Page 58
Interviewing skills......Page 59
Offers of employment......Page 65
Case studies......Page 66
To sum up......Page 67
Induction of new staff: where it all begins......Page 68
Job training fundamentals......Page 69
Individual sales training......Page 71
Developing the sales team......Page 72
Classroom-style training......Page 76
Field training......Page 79
After the sales call training......Page 82
Checklist......Page 84
Case studies......Page 85
Selling letters and proposals......Page 87
Dos and don'ts of letter-writing......Page 88
Negotiating – not selling......Page 93
Negotiating strategies......Page 96
Negotiating tactics and techniques......Page 97
To sum up......Page 99
Customer audits......Page 100
Information flow......Page 103
Good communications......Page 106
Team briefings......Page 109
Case studies......Page 110
To sum up......Page 111
Boosting morale......Page 112
Dos and don'ts of successful supervision......Page 116
Motivation – the great exponents......Page 119
To sum up......Page 123
The need for control......Page 124
Delegation to develop the team......Page 127
Case study......Page 130
Sequence and structure of meetings......Page 132
Feedback – post-meeting......Page 135
To sum up......Page 138
Sales reports......Page 139
Forecasting – not crystal gazing......Page 149
Performance appraisal objectives......Page 151
To sum up......Page 162
12 It ain’t necessarily so......Page 163
Final thoughts on being a winner......Page 164
Further Reading......Page 166
Useful Addresses......Page 168
N......Page 170
W......Page 171