Building the High Performance Sales Force (Paperback)

Review
Money Book Club Alternate Selection -- Newbridge Executive Program Book Club Alternate Selection

One of the best selling business books" -- Fast Track Audio Book Summaries

Read this book. Even your most skilled salespeople need improvement in some areas, and Petrone makes complex sales and training strategies interesting and easy to grasp. -- Soundview Executive Book Summaries

Product Description
Sales managers are under pressure as never before. Pressure to squeeze out higher revenues with less support . . . to battle increased competition in shrinking markets . . . to consolidate districts and oversee larger sales teams . . . even to take on marketing functions in addition to a busy sales agenda. In this tough new world, old approaches to sales and sales management don't work anymore. What's needed is what you'll find in this book: strategies that address the rapidly changing roles and responsibilities of today's overworked sales professionals. As a working sales manager, the author knows your challenges firsthand. He understands the demands of the balancing act that requires short-term profits as well as long-term growth. He'll show you how to:. Maneuver in the new ear . . . deal with the trust gap caused by downsizing and job insecurities . . . handle layoffs . . . and become a "renaissance sales manager". Balance people and profits . . . create and maintain high morale . . . address work/family issues . . . monitor the company's financial picture . . . review sales compensation plans . . . and build loyalty in times of uncertainty. Introduce self-management . . . implement Progressive Goal Management (PGM), which links reps' goals to corporate performance . . . appraise their work according to PGM . . . and use it to improve your own performance. Take advantage of sales management tools . . . evaluate macro management tools such as prospect databases . . . get more out of micro management tools, from call reports to long-range sales forecasts . . . and automate to save time and money. Grow sales despite harsh competition . . . get