Sales Management (The Brian Tracy Success Library) (English and English Edition)

The job of the sales manager is to recruit, manage, and motivate a top team of high-performing sales professionals. This book shows you how to do it. World-renowned sales expert Brian Tracy has spent decades studying what sets the most successful sales managers and professionals apart from the rest--and now in this pocket-sized guide, he distills these simple but powerful strategies. Readers will discover the six key characteristics of a winning sales team and learn how to: Select and recruit sales champions Start them off on the right foot Establish clear objectives Determine a sales plan Inspire singleness of purpose Demonstrate respect and appreciation Motivate people with the right incentives Boost their self-concept to boost revenue Develop winners through continuous coaching and training Brainstorm sales solutions Measure results Conduct game-changing performance reviews Discipline effectively De-hire poor performers Lead by example A compact but essential resource, Sales Management will help readers increase the effectiveness of their sales force, improve their bottom line, and advance their own career and satisfaction in the process. Setting business strategy enables you to develop absolute clarity, establish priorities, organize resources and get better results than ever before. A strategic plan helps crystalize the future of an organization--mapping a clear path from where the company stands today to where you wish it to be. It may sound complicated, but Brian Tracy knows how to make it simple. Throughout his career, he has shown countless leaders and organizations how to achieve stunning success. In this concise and practical book, he shares the most important lessons for strategic planning. Readers will discover how to: Ask the five key questions vital to any strategic plan Determine a corporate mission that lifts and inspires people Gain valuable insight with market share/market growth and strategy/operations matrices Define themselves in relation to their competition Utilize the concept of "driving force" Anticipate crises Reposition their business with new products, services, and technologies Measure success via clear financial objectives And more Incorporating examples ranging from Alexander the Great to IBM and General Electric, Tracy gives readers proven ideas for increasing their company's ROI and maximizing their strengths and opportunities. Powerful and portable, Business Strategy will help readers take control of their company's destiny. The crucial element separating an exceptional career from a lackluster one is the ability to devise innovative solutions to work challenges. With research showing the direct relationship between ideas and profitability, creative thinking skills are vital to professional advancement. As one of the world's premiere success experts, Brian Tracy knows that creativity can be developed with practice and a few helpful tools. This concise book reveals 21 proven, practical techniques readers can use to immediately begin generating a stream of productive ideas, including how to: Stimulate the three primary triggers to creativity Inspire a creative mindset in staff through recognition, rewards, and environment Use methods such as Brainstorming, Zero-Based Thinking, Nominal Group Technique, and Lateral Thinking to solve problems, improve systems, devise new products, and come up with fresh, exciting marketing angles Ask focused questions to generate elegant solutions Understand the difference between mechanical and adaptive thinking Rigorously evaluate new ideas . . .without shutting down the creative impulse Containing mind-stimulating exercises and down-to-earth strategies, this career-changing book helps anyone tap into the root source of their own intuitive genius. Eighty percent of all sales are made by just twenty percent of sales people. What's surprising to discover is that those top professionals perform only a bit better than their peers in certain critical areas. By excelling in these capabilities, you can earn money faster, have more success, and gain greater career satisfaction than you ever thought possible. In this compact and convenient guide, sales trainer extraordinaire Brian Tracy reveals how anyone can get that winning edge. He shares 21 tried-and-true techniques to: Set clear goals-and achieve them - Develop a sense of urgency and make every minute count - Stay motivated - Know your products inside and out - Analyze your competition - Identify competitive advantage - Develop your sales strategy - Find and quickly qualify prospects - Create rapport early and build trust - Understand the three keys to persuasion - Master the elements of an effective presentation - Use the power of suggestion - Establish ,megacredibility' - Overcome the six major objections - Ask for action - Advance your career by following up Packed with proven strategies and priceless insights, this handy little book will help you take your sales game to unprecedented new heights The pressure surrounding the sales manager is intense. Given the task of recruiting, managing, and motivating a top team of high-performing sales professions, so much of the sales manager’s success is dependent on others. Or is it?Sales expert Brian Tracy has spent decades studying the most successful sales managers and professionals in every industry. In this indispensable pocket-sized resource, he has encapsulated 6 key characteristics of a winning sales team. In Sales Management, he distills these simple but powerful strategies so that sales managers can learn how to:• Select and recruit sales champions• Establish clear objectives• Inspire singleness of purpose• Motivate people with the right incentives• Develop winners through continuous coaching and training• Conduct game-changing performance reviews• De-hire poor performers• And moreDon’t leave your success as a sales manager in the hands of others. Learn today how YOU can increase your sales team’s effectiveness, improve their bottom line, and advance your own career in the process. Setting business strategy enables you to develop absolute clarity on priorities, organize resources, and get better results than ever before. It may sound complicated, but Brian Tracy knows how to make it simple. In this practical book he shares the most important lessons for strategic planning. You'll discover how to: Ask the five key questions vital to any strategic plan - Determine a corporate mission that lifts and inspires people - Gain valuable insight with market share/market growth and strategy/operations matrices - Define yourself in relation to the competition - Reposition your business with new products, services, and technologies - Measure success via clear financial objectives - And more. Using examples ranging from Alexander the Great to IBM and General Electric, Tracy gives you proven ideas for maximizing opportunities and increasing ROI. Powerful and portable, "Business Strategy" will help you take firm control of your company's destiny In this concise and practical book, the author shares the most important lessons for strategic planning. Readers will discover how to: ask the five key questions vital to any strategic plan; determine a corporate mission that lifts and inspires people; gain valuable insight with market share/market growth and strategy/operations matrices; define themselves in relation to their competition; utilize the concept of "driving force"; anticipate crises; reposition their business with new products, services, and technologies; and measure success via clear financial objectives. Incorporating examples ranging from Alexander the Great to IBM and General Electric, Tracy gives readers proven ideas for increasing their company's ROI and maximizing their strengths and opportunities. -- Edited summary from book The root sources of creativity Three triggers to creativity The mindstorming method Questioning to stimulate creativity Brainstorming: unlocking the power of your tream Optimism is the key Develop the qualities of genius Problem solving in seven steps Mind-stimulating exercises Use your three minds for thinking Practice two approaches to thinking Practice lateral thinking How your mind works Systematic problem solving revisited Practice zero-based thinking Face reality Don't let roadblocks be a problem The seven sources of innovation Ten creative solutions to obsolete products The value-engineering principle Evaluate your ideas. Become brilliant on the basics Stay enthusiastic Personal management skills : the inner game Personal management skills : the outer game Develop excellent product knowledge Analyze your competition Develop competitive advantage Develop an effective sales strategy Prospect like a professional Qualify your prospects The friendship factor Three keys to persuasion Make effective presentations Practice the power of suggestion Establish megacredibility Handle objections effectively Ask the customer to take action Provide excellent customer service Keep customers for life Manage your time effectively There are no limits! Introduction The role of the sales manager Build a great sales team Selecting champions Start them off right Manage by sales objectives The psychology of sales success Practice the performance formula Improve your leadership style Reward sales performance Develop winning salespeople Plan sales activities Satisfy salespeople's basic needs Keep them focused Use the CANEI method Brainstorming for sales improvements Discipline salespeople effectively Let your poor performers go Lead by example The control valve on performance Four keys to building salespeople Courage, the vital quality of success. Cover; Title; Contents; Introduction; 1 The Role of the Sales Manager; 2 Build a Great Sales Team; 3 Select Champions; 4 Start Them Off Right; 5 Manage by Sales Objectives; 6 The Psychology of Sales Success; 7 Practice the Performance Formula; 8 Improve Your Leadership Style; 9 Reward Sales Performance; 10 Develop Winning Salespeople; 11 Plan Sales Activities; 12 Satisfy Salespeople's Basic Needs; 13 Keep Them Focused; 14 Use the CANEI Method; 15 Brainstorm for Sales Improvements; 16 Discipline Salespeople Effectively; 17 Let Your Poor Performers Go; 18 Lead by Example "The job of the sales manager is to recruit, manage, and motivate a top team of high-performing sales professionals. This book shows you how to do it. World-renowned sales expert Brian Tracy has spent decades studying what sets the most successful sales managers and professionals apart from the rest--and now in this pocket-sized guide, he distills these simple but powerful strategies."-- Unedited summary from book 19 The Control Valve on Performance20 Four Keys to Building Salespeople; 21 Courage, the Vital Quality of Success; Index; A; B; C; D; E; F; G; H; I; J; L; M; N; O; P; Q; R; S; T; V; W; Z; About the Author; Free Sample Excerpt from Unlimited Sales Success by Brian Tracy; Copyright The performance difference between the top salespeople in the world and the rest is smaller than you may think. Learn where you can elevate your game today and reach unprecedented new heights. Taking control of your company's destiny starts with planning strategically from the beginning.