Short description How can organizations provide the right sales training to the right sales people at the right time? Thoroughly revised and updated, this book is filled with a diverse collection of case studies from top companies and provides a practical road map and the proven tools for organizations that want to implement a winning sales training program. The book offers helpful techniques and tips on how to successfully execute sales training with limited resources and cut budgets and provides how-to guidelines for successful sales training in a down economy.
From the contents Introduction.
Chapter 1 Invest in Your Salespeople Now (Bob Rickert).
Chapter 2 Winning Leadership Support of Sales Initiatives (Jim Graham).
Chapter 3 The Perfect Salesperson: A Guide to Building Your Dream Team (Teresa Hiatt).
Chapter 4 Develop Sales Reps Using Structured Feedback (Kenneth R. Phillips).
Chapter 5 So Many Choices: Determining the Right Solution (Mike Rockelmann).
Chapter 6 Capabilities: The Engine That Drives Success, by Maria Edelson
Chapter 7 Making Training Stick: Get Them to Use it (Susan Onaitis).
Chapter 8 Measuring the Impact: Did They Use it (Gary Summy)?
Chapter 9 Collaborative Partnership to Maximize Your L&D Investment (Susanne Conrad).
Chapter 10 Sales Managers: The Heavy Lifters in Training Salespeople (Rick Wills).
Chapter 11 Productive New Hires, Faster: You Don't Get a Second Chance to Make a First Impression (Renie McClay).
Chapter 12 "Raise the Roof" Sales Meetings (Lanie Jordan).
Chapter 13 Successfully Leading Virtual Sales Teams (Renie McClay).
Chapter 14 Media Mojo: Using Technology as a Survival Strategy (Trish Uhl).
