Fortify Your Sales Force

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. It Provides How-To Guidelines For Successful Sales Training In A Down Economy. It Is Written By 13 Experts Who Have Experience Selling And Have Managed Sales People. The Contributors Have Combined Experience Of Improving Sales Performance Of Over 120 Years.Table Of Contents:Introductionchapter 1 - Invest In Your Salespeople Now Bob RickertChapter 2 - Winning Leadership Support Of Sales Initiatives Jim GrahamChapter 3 - The Perfect Salesperson: A Guide To Building Your Dream Team Teresa HiattChapter 4 - Develop Sales Reps Using Structured Feedback Kenneth R. PhillipsChapter 5 - So Many Choices: Determining The Right Solution Mike RockelmannChapter 6 - Capabilities: The Engine That Drives Success, By Maria Edelsonchapter 7 - Making Training Stick: Get Them To Use It Susan OnaitisChapter 8 - Measuring The Impact: Did They Use It Gary Summy?Chapter 9 - Collaborative Partnership To Maximize Your Land Investment Susanne ConradChapter 10 - Sales Managers: The Heavy Lifters In Training Salespeople Rick WillsChapter 11 - Productive New Hires, Faster: You Dont Get A Second Chance To Make A First Impression Renie McclayChapter 12 - Raise The Roof Sales Meetings Lanie JordanChapter 13 - Successfully Leading Virtual Sales Teams Renie McclayChapter 14 - Media Mojo: Using Technology As A Survival Strategy Trish UhlAbout The Editorabout The Contributorsname Indexsubject Index