book

Smart Sales Manager

by Josiane Chriqui Feigon

July 2013

Intermediate to advanced

272 pages

6h 11m

English

AMACOM

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Managing in the Sales 2.0 EcosystemA Book Written Just for You
Meet the New Customer 2.0Decoding Customer 2.0The Team Meeting: Take TwoManagement Tips
Meet Talent 2.0Decoding Talent 2.0The Kickoff Meeting: Take TwoManagement Tips

The Power of ToolsTool Fuel Powers the Entire Sales CycleHow Tools Help Make SalesTools: Take TwoManagement Tips
Building an Intelligent Prospecting 2.0 StrategyOutbound Call Campaigns and BlitzingLead Generation and Content NurturingSales Skills AlignmentManaging Your Team for Prospecting 2.0Prospecting Superheroes: Take TwoManagement Tips
Why Hiring Is So DifficultNine Essentials to Developing an “Always-Be-Recruiting” EcosystemThe Recruitment: Take TwoManagement Tips
Why Training Is Low on the Priority ListBuilding a Sustainable Training InfrastructureDetermining the Appropriate Sales Training Curriculum for Your TeamChoosing a Vendor Whose Primary Service Offering Is Inside Sales TrainingSelecting a Vendor That Incorporates the Sales 2.0 Ecosystem into TrainingWhy Managers Need to Attend Team TrainingsThe Training Session: Take TwoManagement Tips
Structuring an Integrated Coaching ProgramCreating a Trust-Based Coaching CultureCalibrating CallsCompassionate Coaching Three Ways: In-Cube, Group, and RemoteWho Gets Coaching: Stack-Ranking Your TeamReady, Set … Build Your Coaching PlanThe Coaching Dilemma: Take TwoManagement Tips
Your Team in the Four Zones of Listening and LearningCoaching in the Four ZonesPoorly Delivered Feedback Does Not Get HeardCoaching the Classic Inside Sales PersonalitiesCoaching Feedback: Take TwoManagement Tips
When Sales Metrics Go BadA Metrics Makeover for the New NormalAll-Hands Team Meeting: Take TwoManagement Tips
Start Strong, Stay StrongUse the Whole Meeting SpaceWatch Your Body LanguageLet Your Tone Set the MoodMake It All About the Meeting AgendaCreate Cohesive Team DynamicsAsk Compelling QuestionsListen from the Observation DeckSet Late Penalties That StingInvite Compelling SpeakersClose with EnergyManagement Tips
Managers Strive for Total Forecast AccuracyConduct a Pipeline Inspection Based on the TeleSmart 10 SkillsAre You Feeling the Siri Effect?Management Tips
What Drives Motivation?What Motivates Your A-B-C Performers?Designing Contests and SpiffsMotivational Texting 1-2-3Team OutingsSpreading the Word = Public Displays of FunManagement Tips
Tough Talks with Low PerformersInterventions for Problem PersonalitiesPut Problem Salespeople on a Performance Improvement PlanWho Stays and Who Goes?Management Tips

Overview

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.