ISBN 9788126529001,Fortify Your Sales Force: Leading And Training Exceptional Teams

Fortify Your Sales Force: Leading And Training Exceptional Teams



Times Group Books - New Delhi

Publication Year 2011

ISBN 9788126529001

ISBN-10 8126529008


Number of Pages 352 Pages
Language (English)


This book is filled with a diverse collection of case studies from top companies and provides a practical road map and the proven tools for organizations that want to implement a winning sales training program. The book offers helpful techniques and tips on how to successfully execute sales training with limited resources and cut budgets. It provides how-to guidelines for successful sales training in a down economy. It is written by 13 experts who have experience selling and have managed sales people. The contributors have combined experience of improving sales performance of over 120 years. About The Author Renie McClay has managed sales training for three Fortune 500 Companies, including Kraft, Novartis, and Pactiv (makers of Hefty). She has hired and managed trainers, done assessments, designed curriculum for new hires and veteran sales people. Renie is a Past President of the Professional Society for Sales and Marketing Training (SMT) and serves on its board of directors. She is also on the board of directors for the Chicago Chapter of the American Society for Training and Development. She is a regular contributor to the Professional Society for Sales and Marketing Training newsletter, the Sales and Marketing Strategies magazine, Human Capital TABLE OF CONTENTS Table Of Contents Introduction. Chapter 1 Invest in Your Salespeople Now (Bob Rickert). Chapter 2 Winning Leadership Support of Sales Initiatives (Jim Graham). Chapter 3 The Perfect Salesperson: A Guide to Building Your Dream Team (Teresa Hiatt). Chapter 4 Develop Sales Reps Using Structured Feedback (Kenneth R. Phillips). Chapter 5 So Many Choices: Determining the Right Solution (Mike Rockelmann). Chapter 6 Capabilities: The Engine That Drives Success, by Maria Edelson Chapter 7 Making Training Stick: Get Them to Use it (Susan Onaitis). Chapter 8 Measuring the Impact: Did They Use it (Gary Summy)? Chapter 9 Collaborative Partnership to Maximize Your L&D Investment (Susanne Conrad). Chapter 10 Sales Managers: The Heavy Lifters in Training Salespeople (Rick Wills). Chapter 11 Productive New Hires, Faster: You Don't Get a Second Chance to Make a First Impression (Renie McClay). Chapter 12 Raise the Roof Sales Meetings (Lanie Jordan). Chapter 13 Successfully Leading Virtual Sales Teams (Renie McClay). Chapter 14 Media Mojo: Using Technology as a Survival Strategy (Trish Uhl). About the Editor. About the Contributors. Name Index. Subject index.