Fortify Your Sales Force: Leading and Training Exceptional Teams

Praise for Fortify Your Sales Force
"This is an excellent no–nonsense resource for the novice or seasoned sales leader, salesperson, or sales training professional. Jam–packed with valuable information from a variety of industry experts, this book is a must have for anyone responsible for enhancing the performance of their sales organization." Mary A. Elliott Bassett worldwide director, sales and customer training, Eastman Kodak Company
"Renie McClay has compiled a great body of material for sales leaders in all industries to reference as they′re looking for expertise, seasoned experience and fresh ideas to help them inspire top performance from their teams. Leaders looking for ways to continue to grow in their skills and profession will benefit from the great reference, Fortify Your Sales Force, for a long time." Kevin Moore region sales manager, Kraft Foods
"To truly be successful as a leader, especially in a rapidly changing world such as sales, you must continuously stay on top of the latest insights and thoughts in the field. What′s needed is a resource that collects the best ideas and brings them together in one place. Renie McClay, in her latest book, Fortify Your Sales Force: Leading and Training Exceptional Teams, has done just that. She has reached out to several thought leaders in the sales and sales training field, asked them to address a particular sales/sales training topic and put their thoughts together in one accessible resource. This is a must own, especially for all sales training leaders." Daryl Thomas senior manager, sales development and education, FedEx Office

Spis treści:
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.

Nota biograficzna:

Renie McClay has managed sales training for three Fortune 500 Companies, including Kraft, Novartis, and Pactiv (makers of Hefty). She spent 20 years in sales, account management, sales management, and sales training roles with Kraft. She has hired and managed sales teams and sales trainers. Her company, Inspired Learning, helps companies to design and deliver programs and curriculum for new and veteran sales people and sales management globally. Renie is a past president of SMT: Center for Sales Excellence and the author of Sales Training Solutions, 10 Steps to Successful Teams, and The Essential Guide to Training Global Audiences.

Okładka tylna:

Praise for Fortify Your Sales Force
"This is an excellent no–nonsense resource for the novice or seasoned sales leader, salesperson, or sales training professional. Jam–packed with valuable information from a variety of industry experts, this book is a must have for anyone responsible for enhancing the performance of their sales organization." Mary A. Elliott Bassett worldwide director, sales and customer training, Eastman Kodak Company
"Renie McClay has compiled a great body of material for sales leaders in all industries to reference as they′re looking for expertise, seasoned experience and fresh ideas to help them inspire top performance from their teams. Leaders looking for ways to continue to grow in their skills and profession will benefit from the great reference, Fortify Your Sales Force, for a long time." Kevin Moore region sales manager, Kraft Foods
"To truly be successful as a leader, especially in a rapidly changing world such as sales, you must continuously stay on top of the latest insights and thoughts in the field. What′s needed is a resource that collects the best ideas and brings them together in one place. Renie McClay, in her latest book, Fortify Your Sales Force: Leading and Training Exceptional Teams, has done just that. She has reached out to several thought leaders in the sales and sales training field, asked them to address a particular sales/sales training topic and put their thoughts together in one accessible resource. This is a must own, especially for all sales training leaders." Daryl Thomas senior manager, sales development and education, FedEx Office