High Performance Organizations Lee Thayer, PH.D. THE PROBLEM There has been a lot of talk in recent years about “excellence,” “quality,” “empowerment,” and “reengineering.” Unfortunately, that’s all most of it has been -- talk. The fact is, 70% of all U.S. companies have tried some sort of quality...
SALES EFFECTIVENESS PLANNING GUIDE FOR SALES MANAGERS “It’s not the people…it’s the process!” 17 COMPONENTS OF SALES EFFECTIVENESS For a sales force to operate at optimum levels, each facet of the sales process must be improved. This guide will show you how to inspect, adjust and establish controls...
Developing the Optimum Team to Sell and Service Accounts Presented by…Art Turock of Art Turock & Associates Team Selling: Key Issues Criteria for determining whether team selling is a worthwhile advantage: Common problems to avoid in team selling: Laying the groundwork...
Challenges Faced by Sales Management Measurement & Reporting Salespeople drop a prospect right after the forecast comes out, we don’t know about it until the next forecast Can’t tell if we will meet our sales goals during the period Don’t know the true sales cycle for...
The Red Rubber Ball at Work Elevate Your Game Through the Hidden Power of Play By Kevin Carroll, McGraw-Hill Books, 2009 How do you ignite creativity, problem solving, and risk-taking to score big in business? According to bestselling author Kevin Carroll, it's child's play! Former 76ers athletic trainer Kevin Carroll...