Smart Sales Manager

The Ultimate Playbook for Building and Running a High-Performance Inside Sales Team

 Smart Sales Manager

Author: Josiane Chriqui Feigon
Pub Date: July 2013
Print Edition: $19.95
Print ISBN: 9780814437384
Page Count: 272
Format: Paper or Softback
e-Book ISBN: 9780814432846

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Table of Contents

CONTENTS

 

ACKNOWLEDGMENTS

 

INTRODUCTION Managing Inside Sales in a 2.0 World

 

Managing in the Sales 2.0 Ecosystem

 

A Book Written Just for You

 

PART ONE

THE NEW NORMAL: MANAGING THE SALES 2.0 ECOSYSTEM

 

CHAPTER 1 Customer 2.0 Is Mad as Hell: Understanding the

New Independent Buyer

Meet the New Customer 2.0

Decoding Customer 2.0

The Team Meeting: Take Two

Management Tips

 

CHAPTER 2 Talent 2.0: Why Millennials Make a Winning Team of

Disruptive Inside Sales Superheroes 23

Meet Talent 2.0

Decoding Talent 2.0

The Kickoff Meeting: Take Two

Management Tips

 

CHAPTER 3 Tool Power 2.0: Sales 2.0 at Work

The Power of Tools

Tool Fuel Powers the Entire Sales Cycle

How Tools Help Make Sales

Tools: Take Two

Management Tips

 

CHAPTER 4 Prospecting 2.0: Inside Sales Superheroes in Action

Building an Intelligent Prospecting 2.0 Strategy

Outbound Call Campaigns and Blitzing

Lead Generation and Content Nurturing

Sales Skills Alignment

Managing Your Team for Prospecting 2.0

Prospecting Superheroes: Take Two

Management Tips

 

PART TWO

THE COMPASSIONATE MANAGER 2.0: YOUR PLAYBOOK FOR BUILDING

AN EFFECTIVE HIRING, TRAINING, AND COACHIING ECOSYSTEM

CHAPTER 5 Hiring Superheroes: The Talent Building Blocks of

an Inside Sales Organization

Why Hiring Is So Difficult

Nine Essentials to Developing an ?Always-Be-Recruiting?

Ecosystem

The Recruitment: Take Two

Management Tips

 

Chapter 6 Training the Talent: Making Training Stick and

Giving It Legs

Why Training Is Low on the Priority List

Building a Sustainable Training Infrastructure

Determining the Appropriate Sales Training Curriculum for

Your Team

Choosing a Vendor Whose Primary Service Offering Is

Inside Sales Training

Selecting a Vendor That Incorporates the Sales 2.0

Ecosystem into Training

Why Managers Need to Attend Team Trainings

The Training Session: Take Two

Management Tips

 

CHAPTER 7 Ready, Set, Coach! Building an Integrated

Coaching Program

Structuring an Integrated Coaching Program

Creating a Trust-Based Coaching Culture

Calibrating Calls

Compassionate Coaching Three Ways: In-Cube, Group, and

Remote

Who Gets Coaching: Stack-Ranking Your Team

Ready, Set . . . Build Your Coaching Plan

The Coaching Dilemma: Take Two

Management Tips

 

CHAPTER 8 You?re the Coach: Listening, Learning, and

Giving Feedback

Your Team in the Four Zones of Listening and Learning

Coaching in the Four Zones

Poorly Delivered Feedback Does Not Get Heard

Coaching the Classic Inside Sales Personalities

Coaching Feedback: Take Two

Management Tips

 

CHAPTER 9 Metrics 2.0: Call Activity Gets a Makeover

When Sales Metrics Go Bad

A Metrics Makeover for the New Normal

All-Hands Team Meeting: Take Two

Management Tips

 

PART THREE

MOTIVATE FAST! SMART SALES MANAGER 2.0

 

CHAPTER 10 Flex Your Influence! Smart Strategies for Team Meetings

Start Strong, Stay Strong

Use the Whole Meeting Space

Watch Your Body Language

Let Your Tone Set the Mood

Make It All About the Meeting Agenda

Create Cohesive Team Dynamics

Ask Compelling Questions

Listen from the Observation Deck

Set Late Penalties That Sting

Invite Compelling Speakers

Close with Energy

Management Tips

 

CHAPTER 11 Total Transparency: Smart Strategies for 1:1 Forecast

Reviews

Managers Strive for Total Forecast Accuracy

Conduct a Pipeline Inspection Based on the TeleSmart 10

Skills

Are You Feeling the Siri Effect?

Management Tips

 

CHAPTER 12 Contests, Spiffs, and Texts: Smart Strategies for

Motivational Makeovers

What Drives Motivation?

What Motivates Your A-B-C Performers?

Designing Contests and Spiffs

Motivational Texting 1-2-3

Team Outings

Spreading the Word = Public Displays of Fun

Management Tips

 

CHAPTER 13 Tough Talks: Smart Strategies and Interventions for

Low Performers and Problem Personalities

Tough Talks with Low Performers

Interventions for Problem Personalities

Put Problem Salespeople on a Performance Improvement Plan

Who Stays and Who Goes?

Management Tips

 

Notes

 

Index

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