Make Winning a Habit: 20 Best Practices of the World's Greatest Sales Forces - Hardcover

Page, Rick

Hardcover

ISBN 10: 0071465022 ISBN 13: 9780071465021

Publisher: McGraw Hill, 2006

Synopsis

A master of the complex sale and a bestselling author, Rick Page is also one of the most experienced sales consultants and trainers in the world. Make Winning A Habit defines the gap between what companies know to do and how they consistently perform.

Page clearly identifies five “Ts” of transformation: Talent, Technique, Teamwork, Technology and Trust. These five elements, when fully developed and integrated into the sales and marketing organization, begin to create the habit of winning over customers in every industry. Stories of successes-and failures-from members of prominent companies help you apply the five “Ts” to your company's culture, and point the way to more effective plans for motivating employees, building and coaching winning teams, and improving hiring processes.

Then, with the use of Page's assessment scorecard, you can compare your company with some of the strategies and practices of the best sales forces in the world. Designed to gauge your organization's effectiveness and further develop breakthrough sales growth, this scorecard highlights your strengths and weaknesses, helping you bridge the gap between where you are and where you need to be.

You'll also learn about:

• The “Deadly Dozen” (pains sales managers feel today) and how they can kill business
• A ten-point process for identifying and hiring nothing less than “A” players
• The 8 “ates” of managing strategic accounts and how they will maximize revenue and elevate relationships
• How to identify and correct the six most common areas of poor individual sales performance

With Make Winning A Habit, you'll discover the obstacles between you and the consistent sales performance you can achieve-and find the tools to not only make success a habit, but one that will keep growing with your business.

About this title

From the Back Cover:

Breakthrough Techniques for Making Consistent Sales Growth A Habit

In today's competitive sales environment making quota is not enough. You need a strategic blueprint that will empower you to get ahead of your competition and closer to your true potential as a sales force. Rick Page, author of the bestselling Hope Is Not a Strategy and one of the most sought-after sales consultants in the world, is about to show you the way.

In Make Winning a Habit, Page identifies five universal areas of sales effectiveness-Technique, Technology, Talent, Teamwork and Trust-and demonstrates how they are applied differently to the four levels of sales strategy: Individual Skills, Opportunity Management, Account Management, and Industry/Market Messaging. The result is over 20 best practices from the top sales organizations around the world. Page then shows you how to take these practices and turn them into winning results.DISCOVER HOW TO:

• Rate your organization with the scorecard and see how your sales efforts really stack up against the competition
• Close the gap between what you knowto do and howyour organization is actually performing
• Build a closed-loop feedback system of new sales metrics to give you perpetual sales advantage
• Leverage yourself as a management team through more effective coaching and strategy sessions
• Integrate your sales methodology into your forecasting system to give you greater accuracy, better coaching, and fewer unpleasant surprises

Research shows it takes an individual 21 days to form a habit. For an organization, it takes one to two years of consistent and persistent reinforcement to create organizational habits. No one has that kind of time to spend. Make Winning a Habit gives you the competitive selling edge you need-right now.

About the Author:

Rick Page, founder of the renowned consulting firm The Complex Sale, Inc., provides sales and methodology training to more than 50,000 sales reps worldwide. His firm has worked with over 300 of the top sales organizations in over 50 countries in all industries. Page's previous book, Hope Is Not a Strategy, is a national bestseller. For more information, visit www.complexsale.com.

About this edition

• Publisher: McGraw Hill
• Publication date: 2006
• ISBN 10: 0071465022
• ISBN 13: 9780071465021
• Binding: Hardcover
• Edition number: 1
• Number of pages: 240