A good guide for expanding your business by proper management of your sales team
As the owner for a sales training franchise and a sales management consult, Tom Schaber summarizes his 20 years of sales experience in The Road Warrior's Guide to Sales Management - Taking the Stress out of Managing Salespeople.
“Typically, what do you do prior to making a face to face sales call on a new prospect?In a perfect world, I’d want to hear the rep describe how he or she will do research on the company prior to making the call, research that will allow him or her to understand the company, the market place, and the specific contact the rep will meet.Most sales reps do not understand that preparation is 75 percent of the sales call. The better you prepare, the better questions you ask. The better questions you ask, the better the sales call.” Tom writes, “…A good sales process puts the salesperson in control of the sales call and also imposes the following not-to-be-broken law: DURING A SALES CALL A SALESPERSON SHOULD TALK 30 PERCENT OF THE TIME AND LISTEN 70 PERCENT OF THE TIME…”
Tom continues to cover other aspects of sales management. He divides the book into 15 chapters: The Sales Myth, When Will You Need to Hire a Salesperson? Hiring, Addressing the Gender and Age Questions When Hiring, Interviewing, So You’ve Got the Right Salesperson or Salespeople – Now What? Should You Assume That This Salesperson Has a Sales Process? Sales Meetings and What to Do In Them, Creating Goals “With” the Salesperson, Create Sales Territories, How to Get Rid of a Rep Without Losing Your Shirt, What Should You Do When Working With a Sales Rep in the Field? Compensation, So Exactly How Do You Manage (Connect With) Salespeople? The Wrap-Up, Some Thanks, and Remaining Bit of Wisdom.
The Road Warrior's Guide to Sales Management - Taking the Stress out of Managing Salespeople has 151 pages. It is a good guide for expanding your business by proper management of your sales team.
The above review was contributed by: Gang Chen:Gang is the author of Planting Design Illustrated. Gang is a member of American Institute of Architects (AIA), a Leadership in Energy and Environmental Design Accredited Professional (LEED AP), and a recipient of the Grace and Robert Frazer Landscape Heritage Award from the Landscape Architecture Foundation. Gang is a licensed Architect in California, and he holds a Bachelor Degree in Architecture, and a Master Degree in Landscape Architecture. To read Gang's Reviews Click here.
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