This is the book every sales manager wishes they had - before they accepted the job. The advice within acts as a 24/7 coach for beleaguered sales leaders dealing with perplexing dilemmas.
Sales leaders (managers, directors, and vice presidents) advocate for and often succeed in getting sales training for their reps, but when they request sales management training for themselves, the answer is often no. This lack of formal instruction lowers their chances of success.
Drawn from the author's experiences as a sales manager, sales management consultant, and coach, The Sales Leader's Problem Solver offers guidance on solving common but difficult issues with the salesperson who:
Cheats on sales contests.
Doesn't enter data in the CRM.
Calls only on the largest or easiest clients.
Won't prospect for new business.
By providing a consistent format to follow, Suzanne Paling will help any sales leader level-headedly deal with any challenge by:
Clarifying the issue.
Creating a plan.
Presenting a solution to executives.
Discussing the issue with the rep(s) in question.
The Sales Leader's Problem Solver is a powerful tool that will help new and experienced sales managers lead their teams and develop their reputations as fair, effective, no-nonsense problem solvers.
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Not My Cuppa Ti
Nearly Everything. I am sorry but I am so sick and tired of companies treating their frontline, boots on the ground employees like puppets. I am sick of the words:
Perform: Sales Reps are not circus animals
Quota: Shit happens, leave them alone and they right themselves. They want to make money too.
Micromanage: get off their back. If they get lazy find out why and where the inspiration went.
AOV: see Quota
The term "Sales Representative" actually should just go away. It can be replaced since we humans must name everything. Product or Service Consultant works and is softer, subtler and actually more powerful.
Train: Ohhhhh this one really gets me. Train, like in circus animal? Like Karate? Boxing?How about something less stereotypical. This word indicates or insinuates the person is being robotified. Yeah a new word LOL! Train can be replaced with Foundational Knowledge or Instruction.
Close. Yuk. How about Complete or Completion
Okay nuff of that. The corporate sales world has been built on an old model that needs revamping. Sales and Customer Service reps are human, and the way this book portrays them are nothing more than meatsacks making the company money. Money oriented efforts have worked and succeeded in the past, now it's time to ditch that old paradigm and move into the future. Self Fulfilment is the new future. When consultants aspire to self fulfillment, everyone wins.
I can't even finish this book. It makes my body tense up.
I am going to be on a new project for an old company I worked for a few years ago. Much of their Sales and Service culture was wrapped up in this old paradigm and I couldn't stand it anymore. One Wednesday morning I quit on the spot. Moved on. The email exchange between me and the CEO went on for a few days and ended with farewell. Now, I am asked to come back. CEO wants the old culture back. It left when I did.
I need to find some great resources to prove my case for the New Foundation for Content Company Culture. This book doesn't have it. If I could get a refund I would but I am 3/4 way through.
So here is to moving forward!
This book might just be the thing for you. I'm moving on.
No. She sounds like a news reporter. She is clear and concise but I just don't care to hear any more.
Hell no. Enough of the old way. Wake up.
- Shianne R. Kahleel