Sales Management Success

Sales Management Success

by Warren Kurzrock
Released October 2019
Publisher(s): Wiley
ISBN: 9781119575924

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Book description

The most up-to-date and proven strategies from the CEO of Porter Henry & Co., written exclusively for sales managers

Sales Management Success: Optimizing Performance to Build  a Powerful Sales Team contains a leading-edge training program that is filled with state-of-the-art approaches specifically designed for sales managers. Drawing on the author’s experience as the CEO of Porter Henry & Co. (the oldest sales-force training company in the world), Warren Kurzrock details the 8 most critical abilities and strategies in the sales manager's job. The Porter Henry process has proven to routinely help teams and individuals multiply their bottom-line results.

While all major companies provide basic orientations for new sales managers, these sessions are usually focused on policy, procedure, product, and marketing information. Most companies spend huge amounts of money on sales training new employees but do little for sales manager development. Written for sales executives in an appealing, upbeat tone, the book is well-grounded in research and real-world experience, as well as proven ideas and tools. The 8 strategies are supported with illustrative examples and quotes from successful sales executives. This must-have book:

  • Contains the most up-to-date strategies for sales executives
  • Offers compelling real-world examples
  • Includes the ideas and tools that can be put into action immediately
  • Draws on the experience of the CEO of Porter Henry & Co.
  • Reinforces the immediate application and learning with assessments, exercises, professional toolbox
Sales Management Success: Optimizing Performance to Build  a Powerful Sales Team offers a well-organized, real-world process for today's sales leader to meet the challenge of a most challenging, chaotic job.

Table of contents

  1. COVER
  2. PREFACE
  3. INTRODUCTION
  4. 1 How Eight Interacting Strategies Drive Synergistic Success
    1. NO ONE EVER SAID THE SALES MANAGER JOB IS EASY
    2. WHERE IS THE PAIN?
    3. THE INDIVIDUAL CHALLENGE TO BECOME A SALES LEADER
    4. OVERVIEW OF THE EIGHT STRATEGIES
  5. 2 The Dynamic Duo Sales Coaching Strategy
    1. COACHING FREQUENCY IS THE #1 CHALLENGE
    2. THE SALES COACHING DYNAMIC DUO
    3. FIELD COACHING
    4. VIRTUAL SALES COACHING
    5. ALLOCATING COACHING FREQUENCY TO MAXIMIZE RESULTS
  6. 3 A Strategy for Managing Sales Performance
    1. MANAGE PERFORMANCE GAPS BEFORE THEY BECOME PROBLEMS
    2. MANAGING SALES PERFORMANCE STRATEGY AND MODEL
    3. IMPLEMENTING THE MANAGING SALES PERFORMANCE STRATEGY
  7. 4 Counseling Strategy for Attitude and Performance Problems
    1. COUNSELING DEFINED
    2. DETERMINING WHEN COUNSELING IS NEEDED
    3. PLANNING TO COUNSEL
    4. CONDUCTING THE COUNSELING SESSION
    5. HANDLING RESISTANCE AND AVOIDING MISTAKES
  8. 5 Optimize Time to Achieve Priorities Strategy
    1. THE CHALLENGE AND SOLUTION
    2. DETAILED STEPS FOR IMPLEMENTING THE STRATEGY
  9. 6 A Strategy to Improve Team Selling Skills, and Yours!
    1. AN OPEN-ENDED, PERSONAL STRATEGY
    2. BENEFITS OF BUILDING AND SUSTAINING YOUR SALES SKILLS
    3. OVERVIEW OF CRITICAL SKILLS YOU NEED TO MASTER AND RETAIN
    4. A SELF-DEVELOPMENT STRATEGY IS YOURS ALONE
  10. 7 Strategies to Align and Enhance Sales Motivation
    1. WHAT IS MOTIVATION?
    2. TRADITIONAL MOTIVATIONS
    3. TODAY'S TOP MOTIVATORS
    4. READING MOTIVATIONS
    5. THE SALES MOTIVATION STRATEGIES
    6. SALES MASTERY STRATEGY
    7. SALES AUTONOMY STRATEGY
    8. AWAKEN THESE STRATEGIES FOR YOUR SALES TEAM
  11. 8 The Strategy for Hiring Future Sales Stars Strategy
    1. RECOGNIZE THE CHALLENGE
    2. RECRUITING
    3. PLANNING TO INTERVIEW
    4. CONDUCTING THE IN-DEPTH INTERVIEW
  12. 9 Strategizing for the Ultimate Sales Leader
    1. SALES VISION
    2. DECISION-MAKING
    3. INFLUENCE
  13. 10 Your Turbo-Charged Strategic Toolbox
    1. ALIGNING AND ENHANCING SALES MOTIVATION
    2. COUNSELING TO IMPROVE SALES PERFORMANCE
    3. MANAGING SALES PERFORMANCE
    4. MANAGING TIME TO ACHIEVE PRIORITIES
    5. SALES COACHING
    6. SALES LEADERSHIP
    7. SELECTING FUTURE SALES STARS
  14. ACKNOWLEDGMENTS
  15. ABOUT THE AUTHOR
  16. INDEX
  17. END USER LICENSE AGREEMENT

Product information

  • Title: Sales Management Success
  • Author(s): Warren Kurzrock
  • Release date: October 2019
  • Publisher(s): Wiley
  • ISBN: 9781119575924