reTHINK Sales Management: Challenge Assumptions to Build Your Committed Tribe
Book Details
Author(s)Greg Davis
ISBN / ASINB01D9IU2AW
ISBN-13978B01D9IU2A0
Sales Rank973,044
MarketplaceUnited States 🇺🇸
Description
reTHINK Sales Management challenges your assumptions about sales and sales management. With expertise in sales management, branding and a record of phenomenal market growth, the author redefines our outlook in managing a team.
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Selling is changing with the rise of the Millennial, internet era. Your decisions on hiring, managing and leading need to adapt as well. reTHINK Sales Management helps you adapt faster than you competition and implement effective processes to maintain your edge.
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Whether a Fortune 500 company, or as the book points out a hot dog stand, you can benefit by better serving your values and your discipline and better focusing your company in the right areas.
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Sections include:
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Finding Your "Y"
- reTHINKING how you present your company as a brand and where you compete in the market.
- Getting your value statement right for to build a loyal and committed following in both the market and from your team
- Align Your culture to Both your Values and your position in the market
- Act Consistently with your values
- Hiring and Building Your Team - around your culture (how to get the right committed tribe)
- Laying out your Vision
- Fostering Open Communication
- Building Commitment and Teamwork
- Special Considerations for Millennials
- Avoiding the Dragonslayer Syndrome - How to share credit
- Determining WHAT to measure
- Superforecasting - Understanding what you can project and how to use uncertainty to your advantage
- How to split up territory and accounts
- What are their purpose?
- How to prepare for them
- Brief lecture on committing to them
- Sales Process and CRM - How to make your sales team as efficient as an Indy 500 team
- How to incorporate Prospect Information and Feedback into your sales cycle
- What's changed from the old school and what have you forgotten
- Align the message - Sales and Marketing
- How to get people Interested upon first introduction
- Answering Objections as a powerful organization
- Closing Sales - Techniques and Conveying Belief - The part you are missing
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