All Star Sales Teams: 8 Steps to Spectacular Success Using Goals, Values, Vision, and Rewards

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Overview

All Star Sales Teams focuses on molding the sales team into an organization's most productive nucleus. This book uniquely integrates critical development, organizational, and compensation concepts into practical, day-to-day processes. It also answers eight key questions that define successful sales and reward structures:

• What methods most clearly communicate sales ...

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Overview

All Star Sales Teams focuses on molding the sales team into an organization's most productive nucleus. This book uniquely integrates critical development, organizational, and compensation concepts into practical, day-to-day processes. It also answers eight key questions that define successful sales and reward structures:

• What methods most clearly communicate sales objectives?
• How do you make sure that new products or services reinforce the organization's vision, strategy, and operating style?
• What critical information does management need about how the marketplace rewards comparable delivery teams?
• What tactics boost the effectiveness of sales rewards?
• How can leaders maximize sales management strengths and neutralize weaknesses?
• How does a company fully engage its sales representatives?
• What functional areas ought to participate in designing sales rewards?
• How can an organization minimize design complexity?

This comprehensive book benefits anyone who manages a sales force, influences their company's strategy and staff productivity, or is critical in sustaining the culture of selling throughout an organization. It also provides a needed blueprint for achieving a dynamic sales environment and a satisfied and productive team of selling all-stars.

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Product Details

  • ISBN-13: 9781564149916
  • Publisher: Career Press, Incorporated
  • Publication date: 2/28/2008
  • Pages: 256
  • Product dimensions: 5.90 (w) x 8.90 (h) x 0.70 (d)

Meet the Author

Since 1990, Dan Kleinman has been an independent consultant for a broad spectrum of regional, national, and international companies, providing an integrated package of performance, organizational planning, and reward-system design services. While his client list includes Fortune 500 companies, Kleinman focuses most of his attention on offering support to small and mid-sized organizations that form the bulk of the business community. Prior to consulting, he spent 20 years managing a variety of human resource functions for Wells Fargo, AT&T, and Charles Schwab. He has taught compensation principles for the American Compensation Association (now World at Work) and the American Banking Association's graduate school, written for and interviewed by trade journals and INC. magazine, and remains a sought-after presenter at various regional and national industry associations.

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Table of Contents

Introduction     7
Clarify Your Sales Objectives: Planning for Change     11
Align Goals, Values, and Rewards: Tailoring a Compensation Plan     37
Put Market Data Into Perspective: Getting What You Need     59
Provide Realistic Sales Rewards: Controlling Expectations     87
Motivate Sales Managers: Capitalizing on Their Strengths     115
Involve Your Sales Staff: Keeping Them Engaged     145
Cultivate an Inter-Functional Community: Putting the Company First     175
Strive for Simplicity: Streamlining Your Design Strategy     203
Conclusion     235
Rubber Chickens     245
Index     249
About the Author     255
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Sort by: Showing 1 Customer Reviews
  • Anonymous

    Posted June 5, 2008

    Insightful - Common Sense- Intelligent

    Probably the best book on this topic in many, many years. Mr. Kleinman takes real life practical experience and weeds out the corporate hurdles that tend to get in the way of rational thought. An excellent approach to understanding and developing a meaningful sales culture within an organization. This should be a handbook for CEO's and sales leaders. Highly recommended!!!

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