The Sales Manager's Guide to Developing A Winning Sales Team
Step 1. Download Adobe Digital Editions Both PC and Mac users will need to download Adobe Digital Editions to access their eBook. You can download Adobe Digital Editions at Adobe's website here.
Step 2. Register an Adobe ID if you do not already have one. (This step is optional, but allows you to open the file on multiple devices) Visit account.Adobe.com to register your Adobe account.
Step 3: Authorize Adobe Digital Editions using your Adobe ID. In Adobe Digital Editions, go to the Help menu. Choose “Authorize Computer.”
Step 4: Open your file with Adobe Digital Editions. Once you’ve linked your Adobe Digital Editions with your Adobe ID, you should be able to access your eBook on any device which supports Adobe Digital Editions and is authorized with your ID. If your eBook does not open in Adobe Digital Editions upon download, please contact customer service
Part 1
1.Knowledge Review
2.Skills Review
3.Motivation Review
4.Recommended Actions for Improving Sales Motivation
5.How to Calculate and Use Your Team Score
6.Sales Training Resources
Part 2 Essential Reading This section has short readings on dozens of topics for managers to share with their staff to help them grow skills.
Cultivating a winning sales team just got easier for sales managers, thanks to this practical, hands-on guide. It's a tested system managers can use to guide their salespeople on the road to continual improvement.
- Part I is written in workbook format, providing a six-step method for evaluating team member strengths and weaknesses and making performance evaluations more proactive; this section features specific tools for achieving continuous improvement, such as setting benchmarks and offering incentives
- Part II explains the essentials-including prospecting, presentations, cold calling, and more-that managers can share with team members to help them develop crucial team knowledge, skills, and motivation