Sales Teams That Shine - Sales Management Secrets For Today's Selling Environment
Book Details
Author(s)Tanya Gray
PublisherTanya Gray
ISBN / ASINB00ESMV6GS
ISBN-13978B00ESMV6G6
MarketplaceGermany 🇩🇪
Description
Sales Teams That Shine will help you improve the performance of your sales team so you can consistently grow your sales and profit.
This book covers the fundamentals of sales management including sales strategy, sales culture, sales and people processes, sales training, sales coaching, team motivation and recruiting.
This easy to read book is for any business owner or sales manager. It will help you the reader discover:
o What are the performance gaps in your sales team performance
o What are the logical change steps to bring the best results
o Why sales training has not bought sustainable sales growth
o How you can sustain momentum once the change are in place
o How to recruit, build and retain top sales people.
Tanya Gray's unique five stage sales improvement model provides a logical change process ensuring that the sales strategy, sales process and people management tools, the foundations for managing a team, are in place before you waste your money on sales training.
Ms Gray shares case studies from her 17 years experience including when she has got it wrong and the learning she has got from these.
Tanya Gray shares case studies from GFC times where her clients have got sales growth of nearly double their turnover in less than 6 months and another where 500 plus media sales people grew sales 12 per cent in three months in a declining market.
Before writing this book, Tanya Gray surveyed the market to discover the biggest issues business owners and managers were facing in these post GFC time.
The survey showed that people wanted to learn to sell in this changed environment but the rest of the issues were the same issues faced by managers for years - finding good sales people, motivating the team, increasing sales conversion and working with different personalities.
This survey was the basis for this book and Tanya Gray has addressed 90 per cent of the issues raised.
Mrs Gray knows sales can be a tough job and as sales people are often in the field they are often out of sight and out of mind.
She is passionate about improving the sales environment where sales people are given the right tools, selling skills and support so they can be the best that they can be on an on-going basis.
Clear expectations and recognition is a core theme throughout this book. Ms Gray feels managers and a sales persons mindset often gets in the way of performance and we need to work around this rather than trying to force people to change.
Mrs Gray quotes "they only person who can make change happen is the individual so as managers we need to give our team the skills, knowledge, support, and consistent and regular feedback to have the personal belief to want to change".
Ms Gray believes that businesses with a heavy focus on sales activity and closing the sale will result in sales people trying to force a quick close and not focusing on doing the best for the client.
Clients today have choice and more information than they have ever had and therefore they will not tolerate being pressured into a sale and will quickly move on.
Managers that focus sales people on having the best intention to help their clients, give them great skills, and in particular quality questioning, and a targeted approach to sales so they only speak to quality leads will get the best results.
Ms Gray says that this book has been a labour of love for an industry and skill set that has been the basis of her successful career.
Tanya Gray feels that sales people in Australia and New Zealand have a poor reputation and Sales Teams That Shine is the first step in her mission to change this.
Over the last 12 months Tanya Gray has been working closely with other sales and marketing experts to get a real understanding of our new world of 'social selling' and will be addressing this in detail in 2014.
This book covers the fundamentals of sales management including sales strategy, sales culture, sales and people processes, sales training, sales coaching, team motivation and recruiting.
This easy to read book is for any business owner or sales manager. It will help you the reader discover:
o What are the performance gaps in your sales team performance
o What are the logical change steps to bring the best results
o Why sales training has not bought sustainable sales growth
o How you can sustain momentum once the change are in place
o How to recruit, build and retain top sales people.
Tanya Gray's unique five stage sales improvement model provides a logical change process ensuring that the sales strategy, sales process and people management tools, the foundations for managing a team, are in place before you waste your money on sales training.
Ms Gray shares case studies from her 17 years experience including when she has got it wrong and the learning she has got from these.
Tanya Gray shares case studies from GFC times where her clients have got sales growth of nearly double their turnover in less than 6 months and another where 500 plus media sales people grew sales 12 per cent in three months in a declining market.
Before writing this book, Tanya Gray surveyed the market to discover the biggest issues business owners and managers were facing in these post GFC time.
The survey showed that people wanted to learn to sell in this changed environment but the rest of the issues were the same issues faced by managers for years - finding good sales people, motivating the team, increasing sales conversion and working with different personalities.
This survey was the basis for this book and Tanya Gray has addressed 90 per cent of the issues raised.
Mrs Gray knows sales can be a tough job and as sales people are often in the field they are often out of sight and out of mind.
She is passionate about improving the sales environment where sales people are given the right tools, selling skills and support so they can be the best that they can be on an on-going basis.
Clear expectations and recognition is a core theme throughout this book. Ms Gray feels managers and a sales persons mindset often gets in the way of performance and we need to work around this rather than trying to force people to change.
Mrs Gray quotes "they only person who can make change happen is the individual so as managers we need to give our team the skills, knowledge, support, and consistent and regular feedback to have the personal belief to want to change".
Ms Gray believes that businesses with a heavy focus on sales activity and closing the sale will result in sales people trying to force a quick close and not focusing on doing the best for the client.
Clients today have choice and more information than they have ever had and therefore they will not tolerate being pressured into a sale and will quickly move on.
Managers that focus sales people on having the best intention to help their clients, give them great skills, and in particular quality questioning, and a targeted approach to sales so they only speak to quality leads will get the best results.
Ms Gray says that this book has been a labour of love for an industry and skill set that has been the basis of her successful career.
Tanya Gray feels that sales people in Australia and New Zealand have a poor reputation and Sales Teams That Shine is the first step in her mission to change this.
Over the last 12 months Tanya Gray has been working closely with other sales and marketing experts to get a real understanding of our new world of 'social selling' and will be addressing this in detail in 2014.
