Drive a great sales team: for sales managers who want results

Contents......Page 6 List of illustrations......Page 9 Preface......Page 10 Impressing others......Page 12 Self-objectivity – know thyself......Page 13 Gaining from experience......Page 14 The learning process......Page 15 Perception and critical examination......Page 17 The need to survive......Page 19 Case studies......Page 20 To sum up......Page 21 The spiral of failure......Page 22 The spiral of success......Page 25 Checklist......Page 27 Twelve positive personality profile points......Page 28 Making positive improvements......Page 29 Case studies......Page 30 To sum up......Page 31 Handling the job......Page 32 Styles of management......Page 34 Styles of leadership......Page 39 Problem analysis and solving......Page 42 Plan for management......Page 47 Case study......Page 50 To sum up......Page 52 The sales person's role......Page 53 The job specification......Page 54 Preparation for recruitment......Page 56 Candidate selection......Page 58 Interviewing skills......Page 59 Offers of employment......Page 65 Case studies......Page 66 To sum up......Page 67 Induction of new staff: where it all begins......Page 68 Job training fundamentals......Page 69 Individual sales training......Page 71 Developing the sales team......Page 72 Classroom-style training......Page 76 Field training......Page 79 After the sales call training......Page 82 Checklist......Page 84 Case studies......Page 85 Selling letters and proposals......Page 87 Dos and don'ts of letter-writing......Page 88 Negotiating – not selling......Page 93 Negotiating strategies......Page 96 Negotiating tactics and techniques......Page 97 To sum up......Page 99 Customer audits......Page 100 Information flow......Page 103 Good communications......Page 106 Team briefings......Page 109 Case studies......Page 110 To sum up......Page 111 Boosting morale......Page 112 Dos and don'ts of successful supervision......Page 116 Motivation – the great exponents......Page 119 To sum up......Page 123 The need for control......Page 124 Delegation to develop the team......Page 127 Case study......Page 130 Sequence and structure of meetings......Page 132 Feedback – post-meeting......Page 135 To sum up......Page 138 Sales reports......Page 139 Forecasting – not crystal gazing......Page 149 Performance appraisal objectives......Page 151 To sum up......Page 162 12 It ain’t necessarily so......Page 163 Final thoughts on being a winner......Page 164 Further Reading......Page 166 Useful Addresses......Page 168 N......Page 170 W......Page 171