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From devising a successful coaching plan to getting results in the field, Stephan Schiffman's The #1 Sales Team will help any manager improve sales performance in any organization.
Stephan Schiffman (New York, NY) has trained more than 350,000 sales people at such firms as AT&T Information Systems, Chemical Bank, Manufacturer's Hanover Trust, Motorola, and U.S. Health Care. Schiffman is president of D.E.I. Management Group and also the author of such bestselling books as Cold Calling Techniques (That Really Work!) and Closing Techniques (That Really Work!).
Posted October 10, 2007
Traditional sales management has gone the way of the dial telephone and black and white TV. Today¿s sales staff needs more than an administrator. Sales managers must be mentors, coaches and teachers ¿ and still make their quotas. Author Stephan Schiffman covers the basics of selling, based on his ¿four-and-a-half step¿ sales process. He holds salespeople responsible for continually moving prospects toward the ¿Next Step¿ in the process to keep the sale alive. He offers managers systems for tracking sales activity and evaluating employee performance. He explains the essentials of group and one-on-one coaching, and offers a plan for an eight-week coaching program. The book also contains an appendix of outstanding resources including time-tested cold-calling techniques, ways to ask the client to move to the next step in the sales process and suggestions on time management. Schiffman works hard to sell his ideas. After all, he is the consummate salesperson. We recommend this book to salespeople and to sales managers who seek a more systematized approach.Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.