Book description
No company's sales force should be a revolving door.
Table of contents
- CONTENTS (1/2)
- CONTENTS (2/2)
- INTRODUCTION: A Sales Force That Can Make Your Career (1/2)
- INTRODUCTION: A Sales Force That Can Make Your Career (2/2)
- PART 1 REINVENTING THE SALES FORCE
-
PART 2 ELIMINATING THE 12 ASSASSINS OF SALES FORCE STABILITY
- CHAPTER 4 Weak Recruiting: Avoiding the HR Trap
-
CHAPTER 5 Straight Commission: There’s No Percentage in It
- It’s a Numbers Racket
- When Straight Commission Actually Pays Off
- What Paying Straight Commission Really Says
- Why “We Can’t Afford Any Other Way” Doesn’t Cut It
- How Ditching Straight Commission Could Salvage Your Career
- If You Are Stuck with Straight Commission
- Six Things You Can Do When You Absolutely Must Pay Straight Commission
- Starting Today
-
CHAPTER 6 Cold Calling: The Ultimate Sales Career Killer
- Here You Go, Kid
- Cold Calling Puts the Prospect in Charge
- Cold Calling Inverts the Sales Activity Pyramid
- Advertising Can Make Customers Call You
- Power Writing Gives Your Message Muscle
- Use Eye-Popping Discounts to Grab Attention
- Craft a Compelling Call to Action
- Relentlessly Drive Prospects to Your Sales Website
- Qualifying Leads and Setting Appointments
- Starting Today
- CHAPTER 7 Unfocused Training: Training the Wrong People the Wrong Way
-
CHAPTER 8 Sales Meetings: The Only Two That Are Worth Having
- 16 Reasons Why Salespeople Really Hate Sales Meetings
- What a Bad Sales Meeting Can Do: A True Story
- The Negative Effect of Meetings on Those Who Can’t Avoid Them
- The Only Good Reason to Have Regular Sales Meetings
- Two Types of Sales Meetings Worth Having
- Spread the Word and Watch the Clock
- Give Guest Speakers Their Own Spotlights—But Not at Sales Meetings
- What If I’m a Rotten Meeting Runner?
- One-on-One Sales Meetings
- Applying These Concepts to a Large Sales Force
- Starting Today
- CHAPTER 9 Fuzzy Goals and Unrealistic Expectations: Set the Bar at an Achievable Level or Pay the Consequences
- CHAPTER 10 Inattention to Top Sellers: Never Lose Another High Achiever
-
CHAPTER 11 Hesitation and Impatience with Young Salespeople: Are You Empowering Your Young Sellers or Using Them as Human Shields?
- How Senior Executives Can Miss the Boat on Young Salespeople
- Understand the Six Myths that Keep Young People Off Sales Forces
- Five Ways to Retain Younger Salespeople by Knowing How They Think
- Don’t Use Young Salespeople as Excuses for Your Mistakes
- Think of Young Salespeople as New Seeds in a Vibrant Garden
- Starting Today
- CHAPTER 12 Disorganized Ride-Alongs: Don’t Waste an Opportunity to Get Out on the Road with Your Salespeople
- CHAPTER 13 Unrest in the Trenches: Do Your Salespeople Respect You, and If Not, Why Not?
- CHAPTER 14 Time as an Enemy: Avoid Burning in the Fire of Time
-
CHAPTER 15 A Website That Doesn’t Sell: Don’t Squander Your Web of Opportunity
- Why the Traditional Corporate Website Has Little Value for Sales
- Your Sales-Specific Web Address: Choose One That Feels Exclusive and Projects Value
- Five Key Concepts That Create a Killer Sales-Specific Website
- The Most Effective Way to Build Your Website: Make It Personal
- Nine Ways to Create an Unbeatable Sales-Specific Website
- Convert Website Contacts into Customers with Strong Follow-Up
- Starting Today
- PART 3 NAVIGATING THE COURSE AHEAD
- INDEX
Product information
- Title: The Zero-Turnover Sales Force: How to Maximize Revenue by Keeping Your Sales Team Intact
- Author(s):
- Release date: March 2010
- Publisher(s): AMACOM
- ISBN: 9780814415603
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