Book description
Inside sales is overtaking field sales—and driving profits! Businesses now rely on it to generate up to 50% of their revenue. The exploding demand for inside sales leaders means that top reps are being promoted even if they are unprepared for management. Despite their expertise with traditional techniques, many don’t “get” the new world of Sales 2.0. They don’t know how to train their teams in social selling, digital communications, and disruptive content creation, skills that are absolutely vital in today’s sales environment. The pressure to produce can be crushing, but the guidance provided has been minimal…until now. Smart Sales Manager shows readers how they can lead their inside sales squads to success—from hiring and motivating to training, coaching, and more, including: • Customer 2.0: Selling to the new elusive buyer
• Tools 2.0: Choosing the best sales productivity and intelligence tools for their team
• Talent 2.0: Hiring, training, and retaining inside sales superheroes
• Manager’s cheat sheets: Motivational strategies to salvage deals, engage employees, and boost managerial clout. Complete with real-life examples and smart sales strategies, this indispensable resource will bring managers up to speed fast.
Table of contents
- Cover
- Title Page
- Copyright
- Dedication
- Contents
- Acknowledgments
- Introduction: Managing Inside Sales in a 2.0 World
- Part One The New Normal: Managing the Sales 2.0 Ecosystem
-
Part Two The Compassionate Manager 2.0: Your Playbook for Buildingan Effective Hiring, Training, and Coachiing Ecosystem
- Chapter 5 Hiring Superheroes: The Talent Building Blocks of an Inside Sales Organization
-
Chapter 6 Training the Talent: Making Training Stick and Giving It Legs
- Why Training Is Low on the Priority List
- Building a Sustainable Training Infrastructure
- Determining the Appropriate Sales Training Curriculum for Your Team
- Choosing a Vendor Whose Primary Service Offering Is Inside Sales Training
- Selecting a Vendor That Incorporates the Sales 2.0 Ecosystem into Training
- Why Managers Need to Attend Team Trainings
- The Training Session: Take Two
- Management Tips
- Chapter 7 Ready, Set, Coach! Building an Integrated Coaching Program
- Chapter 8 You’re the Coach: Listening, Learning, and Giving Feedback
- Chapter 9 Metrics 2.0: Call Activity Gets a Makeover
-
Part Three Motivate Fast! Smart Sales Manager 2.0
-
Chapter 10 Flex Your Influence! Smart Strategies for Team Meetings
- Start Strong, Stay Strong
- Use the Whole Meeting Space
- Watch Your Body Language
- Let Your Tone Set the Mood
- Make It All About the Meeting Agenda
- Create Cohesive Team Dynamics
- Ask Compelling Questions
- Listen from the Observation Deck
- Set Late Penalties That Sting
- Invite Compelling Speakers
- Close with Energy
- Management Tips
- Chapter 11 Total Transparency: Smart Strategies for 1:1 Forecast Reviews
- Chapter 12 Contests, Spiffs, and Texts: Smart Strategies for Motivational Makeovers
- Chapter 13 Tough Talks: Smart Strategies and Interventions for Low Performers and Problem Personalities
-
Chapter 10 Flex Your Influence! Smart Strategies for Team Meetings
- Notes
- Index
- About the Author
Product information
- Title: Smart Sales Manager
- Author(s):
- Release date: July 2013
- Publisher(s): AMACOM
- ISBN: 9780814432846
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