You Can Always Sell More: How to Improve Any Sales Force


The sales manager's guide to better performance

The sales manager is the most vital cog in any sales machine.High enough on the corporate ladder to see the big picture andclose enough to the ground to see what's really happening, salesmanagers are perfectly positioned to effect real change. That'swhy, as a sales manager, any attempt to improve your sales forcehas to start with you. By improving your leadership and coachingskills, you can ...

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The sales manager's guide to better performance

The sales manager is the most vital cog in any sales machine.High enough on the corporate ladder to see the big picture andclose enough to the ground to see what's really happening, salesmanagers are perfectly positioned to effect real change. That'swhy, as a sales manager, any attempt to improve your sales forcehas to start with you. By improving your leadership and coachingskills, you can motivate and lead your team to more sales andbigger profits—no matter how well you're doing right now.

You Can Always Sell More presents a comprehensive systemto help you improve your leadership skills, retrain yoursalespeople, and lead your team to a position of market dominance.You'll learn how to implement a simple, yet effective improvementplanning process that benefits even your most successfulsalespeople, because no matter how much you're selling, you canalways sell more.

Packed full of real-world solutions for improving your salesforce—and based on author Jim Pancero's thirty-five years ofsales experience—this uniquely practical guide walks youthrough a proven step-by-step system for evaluating and improvingyour team. You will also receive specialized tools for developingyour own custom coaching and training processes specifically foryour one-of-a-kind business.

You Can Always Sell More covers the six vital stepsrequired to increase your team's excellence: Discovering how toimprove your sales team Strengthening central leadership values toincrease your personal sales leadership skills Analyzing andprioritizing your skills with self-evaluation tools Evaluating andimproving each individual salesperson's selling skills andabilities Developing and implementing a successful sales teamimprovement strategy Understanding how to achieve a successfullong-term implementation of your change process

The result of Pancero's first-hand selling, research, andtraining experience, You Can Always Sell More is the key toimproving your sales team's skills, competitive positioning, andprofitability.

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Product Details

  • ISBN-13: 9780471739159
  • Publisher: Wiley
  • Publication date: 10/21/2005
  • Edition number: 1
  • Pages: 320
  • Product dimensions: 6.36 (w) x 9.24 (h) x 1.10 (d)

Meet the Author

JIM PANCERO is the founder of one of the country's most advanced sales and sales management training and consulting firms. During his thirty-five year career he has trained more than 200,000 corporate sales professionals, association attendees, and graduate-level students. His unique training ideas have been implemented by hundreds of well-known companies. An in-demand consultant and professional speaker, he is a member of the National Speakers Association's Speaker Hall of Fame.

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Table of Contents

Acknowledgments xi

Introduction xiii

Section I Are You and Your Sales Organization Good Enough toGet Better? 1

CHAPTER 1 Why Is It So Hard to Improve a Sales Force—andWhy Do We Tend to Lose It Once We Change It? 5

CHAPTER 2 Is Your Senior Management Creating and Supporting aPositive Sales Culture That Allows Your Sales Team to BeSuccessful? 17

CHAPTER 3 The Six Commitments Necessary to Generate Long-TermChange and Success Within a Sales Force 23

CHAPTER 4 Applying the Concepts of ISO 9000 to Improve theConsistency and Quality of Your Sales Team 41

SECTION II Strengthening Your Central Leadership Values toIncrease Your Personal Sales Leadership Skills 49

CHAPTER 5 Are You Prepared, and Have You Earned the Right toCoach and Lead a Sales Team? 53

CHAPTER 6 Mastering Your First Central Leadership Value: Being aLeader instead of Just the Lead Doer 59

CHAPTER 7 Mastering Your Second Central LeadershipValue—Being Balanced as a Coach, Disciplinarian, and NumberCruncher 69

CHAPTER 8 Mastering Your Third Central LeadershipValue—Having Empathy, Loyalty, and Trust in Your Sales Team87

CHAPTER 9 Mastering Your Fourth Central LeadershipValue—Being a Leadership Visionary 93

CHAPTER 10 Mastering Your Fifth Central LeadershipValue—Believing in the Structures of Selling 101

SECTION III How to Improve Your Personal Sales LeadershipSkills 107

CHAPTER 11 Using the Sales Leadership Evaluation to Evaluate,Prioritize, and Develop Your Sales Leadership Abilities 111

CHAPTER 12 Evaluating Your Sales Leadership Abilities as anAdministrator, Problem Solver, and Disciplinarian 119

CHAPTER 13 Evaluating Your Sales Leadership Ability to Build andRetain a Sales Team 127

CHAPTER 14 Evaluating Your Sales Leadership Abilities 137

CHAPTER 15 Evaluating Your Sales Leadership Ability to Be aCoach and Strategist of Your Selling Process 145

CHAPTER 16 Suggestions to Improve Your Sales Leadership Skillsand Effectiveness 167

SECTION IV How to Improve a Salesperson's Selling Skills andAbilities 169

CHAPTER 17 Evaluating a Salesperson's Operational Selling Skillsand Abilities 173

CHAPTER 18 Evaluating a Salesperson's Tactical Selling Skillsand Abilities 189

CHAPTER 19 Evaluating a Salesperson's Strategic PositioningSelling Skills and Abilities 211

CHAPTER 20 Suggestions to Improve a Salesperson's Selling Skillsand Effectiveness 227

SECTION V Developing a Successful Sales Team ImprovementStrategy 229

CHAPTER 21 Evaluate Your Sales Force in an Open and HonestEnvironment 233

CHAPTER 22 Design Your Ongoing Sales Improvement Strategy243

CHAPTER 23 Implement a Learning Growth Strategy for Each SalesTeam Member 253

CHAPTER 24 Track Sales Team Members' Improvements by Utilizing aComprehensive Sales Performance Tracking System 267

CHAPTER 25 Lead Your Sales Team by Ongoing Coaching of YourDefined Selling Best Practices 271

SECTION VI Are You and Your Sales Team Ready to Get Better-285

CHAPTER 26 So Now What? 287

Appendix 291

Index 295

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