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The zero-turnover sales force : how to maximize revenue by keeping your sales team intact

Author: Doug McLeod
Publisher: New York : AMACOM/American Management Association, ©2010.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Database:WorldCat
Summary:
There's no question about it ... Sales force turnover can be disastrous to the financial health of an organization, whatever its size, whatever its products or services. With a salesperson's exit often costing at least 150% of that employee's annual compensation, a high rate of turnover can translate into millions of dollars lost each year. The Zero-Turnover Sales Force exposes the outdated Old School management  Read more...
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Genre/Form: Electronic books
Additional Physical Format: Print version:
McLeod, Doug.
Zero-turnover sales force.
New York : American Management Association, ©2010
(DLC) 2009041274
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Doug McLeod
ISBN: 9780814415610 081441561X 1282492578 9781282492578
OCLC Number: 650212693
Notes: Title from title screen.
Description: 1 online resource (xiii, 242 pages) : illustrations
Contents: C o n t e n t s IntroductIon A Sales Force That Can Make Your Career 1 P A R T 1 REINVENTING THE SALES FORCE 7 Chapter 1 A Tantalizing What-If: A Stable, Unchanging Sales Force 8 Chapter 2 The Real Cost of Sales Force Turnover 14 Chapter 3 Why Salespeople Leave 19 P A R T 2 ELIMINATING THE 12 ASSASSINS OF SALES FORCE STABILITY 25 Chapter 4 Weak Recruiting Avoiding the HR Trap 27 Chapter 5 Straight Commission There's No Percentage in It 38 Chapter 6 Cold Calling The Ultimate Sales Career Killer 50 Chapter 7 Unfocused Training Training the Wrong People the Wrong Way 68 Chapter 8 Sales Meetings The Only Two That Are Worth Having 86 Chapter 9 Fuzzy Goals and Unrealistic Expectations Set the Bar at an Achievable Level or Pay the Consequences 103 Chapter 1 0 Inattention to Top Sellers Never Lose Another High Achiever 119 Chapter 1 1 Hesitation and Impatience with Young Salespeople Are You Empowering Your Young Sellers or Using Them as Human Shields? 135 Chapter 1 2 Disorganized Ride-Alongs Don't Waste an Opportunity to Get Out on the Road with Your Salespeople 149 Chapter 1 3 Unrest in the Trenches Do Your Salespeople Respect You, and If Not, Why Not? 162 Chapter 1 4 Time as an Enemy Avoid Burning in the Fire of Time 175 Chapter 1 5 A Website That Doesn't Sell Don't Squander Your Web of Opportunity 190 P A R T 3 NAVIGATING THE COURSE AHEAD 207 Chapter 1 6 What Zero Turnover Means on the Street 208 Chapter 1 7 What to Do When You Don't Know What You're Doing 216 Chapter 1 8 Improving Your Game Index 237
Responsibility: Doug McLeod.

Abstract:

Sales force turnover can be disastrous to the financial health of an organization, whatever its size, whatever its products or services. This book exposes the outdated Old School management practices  Read more...

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.."no hesitation in recommending this as a...well-thumbed text on any sales manager's bookshelf, as well as a practical 'how to' volume for sales people."--ChangingMinds.org

 
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