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Make Winning a Habit: 20 Best Practices of the World's Greatest Sales Forces

Overview

A master of the complex sale and a bestselling author, Rick Page is also one of the most experienced sales consultants and trainers in the world. Make Winning A Habit defines the gap between what companies know to do and how they consistently perform.

Page clearly identifies five “Ts” of transformation: Talent, Technique, Teamwork, Technology and Trust. These five elements, when fully developed and integrated into the sales and marketing organization, begin to create the habit ...

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Overview

A master of the complex sale and a bestselling author, Rick Page is also one of the most experienced sales consultants and trainers in the world. Make Winning A Habit defines the gap between what companies know to do and how they consistently perform.

Page clearly identifies five “Ts” of transformation: Talent, Technique, Teamwork, Technology and Trust. These five elements, when fully developed and integrated into the sales and marketing organization, begin to create the habit of winning over customers in every industry. Stories of successes-and failures-from members of prominent companies help you apply the five “Ts” to your company's culture, and point the way to more effective plans for motivating employees, building and coaching winning teams, and improving hiring processes.

Then, with the use of Page's assessment scorecard, you can compare your company with some of the strategies and practices of the best sales forces in the world. Designed to gauge your organization's effectiveness and further develop breakthrough sales growth, this scorecard highlights your strengths and weaknesses, helping you bridge the gap between where you are and where you need to be.

You'll also learn about:

  • The “Deadly Dozen” (pains sales managers feel today) and how they can kill business
  • A ten-point process for identifying and hiring nothing less than “A” players
  • The 8 “ates” of managing strategic accounts and how they will maximize revenue and elevate relationships
  • How to identify and correct the six most common areas of poor individual sales performance

With Make Winning A Habit, you'll discover the obstacles between you and the consistent sales performance you can achieve-and find the tools to not only make success a habit, but one that will keep growing with your business.

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Product Details

  • ISBN-13: 9780071465021
  • Publisher: McGraw-Hill Professional Publishing
  • Publication date: 3/29/2006
  • Edition number: 1
  • Pages: 240
  • Product dimensions: 6.30 (w) x 9.10 (h) x 1.04 (d)

Meet the Author

Rick Page, founder of the renowned consulting firm The Complex Sale, Inc., provides sales and methodology training to more than 50,000 sales reps worldwide. His firm has worked with over 300 of the top sales organizations in over 50 countries in all industries. Page's previous book, Hope Is Not a Strategy, is a national bestseller. For more information, visit www.complexsale.com.

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Table of Contents

1 Managers, tell me where it hurts 3
2 Pathway to perpetual advantage 15
3 Defining the scorecard 35
4 Talent 47
5 Technique 85
6 Teamwork 125
7 Technology 149
8 Trust 193
9 Transformation - making it stick 221
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