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

The sales manager's step-by-step guide to better team performance As an experienced sales manager, how do you improve your team's performance? Which selling skills, developed to their fullest potential, have the greatest impact on revenues and profitability? You Can Always Sell More will guide you through a proven step-by-step system for evaluating, training, and coaching your sales force. It will help you establish a simple and effective evaluation and improvement planning process for even your most successful salespeople. Proven in a wide array of industries, this will also show you how to improve your ability to coach and lead a team of sales professionals. Jim Pancero (Eden Prairie, MN) is the founder of one of the country's most advanced sales and sales management training and consulting firms. He has conducted training sessions for over 200,000 experienced corporate sales-team members, association attendees, and graduate-level university students. Why is it so hard to improve a sales force...and why do we tend to lose it once we change it? Is your senior management creating and supporting a positive "sales culture" that allows your sales team to be successful? The six commitments necessary to generate long-term change and success within a sales force Applying the concepts of iso 9000 to improve the consistency and quality of your sales team Overview: strengthening your central leadership values to increase your personal sales leadership skills Are you prepared, and have you earned the right to coach and lead a sales team? Mastering your first central leadership value- being a "leader" instead of just the "lead doer" Mastering your second leadership value- being balanced as a coach, disciplinarian, and number cruncher Mastering your third central leadership value-having empathy, loyalty, and trust in your sales team Mastering your fourth central leadership value-being a "leadership visionary" Mastering your fifth central leadership value-believing in the structures of selling Overview: how to improve your personal sales leadership skills Using the sales leadership evaluation to evaluate, prioritize, and develop your sales leadership abilities Evaluating your sales leadership abilities as an administrator, problem solver, and disciplinarian Evaluating your sales leadership ability to build and retain a sales team Evaluating your sales leadership ability to lead Evaluating your sales leadership ability to be a coach and strategist of your selling process Suggestions to improve your sales leadership skills and effectiveness Overview: how to improve a sales person's selling skills and abilities Evaluating a salesperson's operational selling skills and abilities Evaluating a salesperson's tactical selling skills and abilities Evaluating a sales person's strategic positioning selling skills and abilities Suggestions to improve a sales person's selling skills and effectiveness Overview: developing a successful sales team improvement strategy Evaluate your sales force in an open and honest environment Design your ongoing sales improvement strategy Implement a "learning growth strategy" for each sales team member Track sales team member's improvements by utilizing a comprehensive "sales performance tracking system" Lead your sales team by ongoing coaching of your defined "selling best practices" Overview: are you and your sales team ready to get better? So now what?.

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 And Close Enough To The Ground To See What's Really Happening, Sales Managers Are Perfectly Positioned To Effect Real Change. That's Why, As A Sales Manager, Any Attempt To Improve Your Sales Force Has To Start With You. By Improving Your Leadership And Coaching Skills, You Can Motivate And Lead Your Team To More Sales And Bigger Profits—no Matter How Well You're Doing Right Now.

you Can Always Sell More Presents A Comprehensive System To Help You Improve Your Leadership Skills, Retrain Your Salespeople, And Lead Your Team To A Position Of Market Dominance. You'll Learn How To Implement A Simple, Yet Effective Improvement Planning Process That Benefits Even Your Most Successful Salespeople, Because No Matter How Much You're Selling, You Can Always Sell More.

packed Full Of Real-world Solutions For Improving Your Sales Force—and Based On Author Jim Pancero's Thirty-five Years Of Sales Experience—this Uniquely Practical Guide Walks You Through A Proven Step-by-step System For Evaluating And Improving Your Team. You Will Also Receive Specialized Tools For Developing Your Own Custom Coaching And Training Processes Specifically For Your One-of-a-kind Business.

you Can Always Sell More Covers The Six Vital Steps Required To Increase Your Team's Excellence:

discovering How To Improve Your Sales Team

strengthening Central Leadership Values To Increase Your Personal Sales Leadership Skills

analyzing And Prioritizing Your Skills With Self-evaluation Tools

evaluating And Improving Each Individual Salesperson's Selling Skills And Abilities

developing And Implementing A Successful Sales Team Improvement Strategy

understanding How To Achieve A Successful Long-term Implementation Of Your Change Process

the Result Of Pancero's First-hand Selling, Research, And Training Experience, You Can Always Sell More Is The Key To Improving Your Sales Team's Skills, Competitive Positioning, And Profitability.

The sales manager's step-by-step guide to better team performance As an experienced sales manager, how do you improve your team's performance? Which selling skills, developed to their fullest potential, have the greatest impact on revenues and profitability? You Can Always Sell More will guide you through a proven step-by-step system for evaluating, training, and coaching your sales force. It will help you establish a simple and effective evaluation and improvement planning process for even your most successful salespeople. Proven in a wide array of industries, this will also show you how to improve your ability to coach and lead a team of sales professionals. Jim Pancero (Dallas, TX) is the founder of one of the country's most advanced sales and sales management training and consulting firms. He has conducted training sessions for over 200,000 experienced corporate sales-team members, association attendees, and graduate-level university students.