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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 The Zero-Turnover Sales Force exposes the outdated Old School management practices that perpetuate this costly but avoidable problem. This eye-opening book examines the real reasons for high turnover, explains how it can be avoided, and gives readers specific strategies for maximizing the effectiveness of their sales force. The book demonstrates how to combat “the 12 Assassins of Sales Force Stability,” such as cold calling, straight commission sales compensation, weak recruiting, unfocused training, fuzzy goals, and unrealistic expectations. Sparkling with fresh thinking on hiring smarter, appreciating the values of younger salespeople, retaining top sellers, eliminating wasteful cold calling, and conducting sales meetings that work, The Zero-Turnover Sales Force is a powerful must-read for any corporate executive, sales manager, or salesperson who aspires to management.
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Day after day, you pour endless amounts of time, energy, and resources into developing your sales team, keeping them happy, training them, motivating them, and helping them to work together and make the numbers. And then, one by one...they disappear. It’s not an Agatha Christie novel. It’s the seemingly unpreventable cycle of sales force turnover. And despite your best efforts, it is an ongoing problem that forces you to constantly repeat your efforts, and could be costing your company millions.
Many organizations suffer from ongoing sales force turnover and never talk about it, assuming it’s a simple fact of life, an unfightable state of nature, part of the business plan. The sun comes up in the east, seasons change, and salespeople quit or get fired. Time to bring in some new salespeople.
That costly, destructive cycle ends right here!
The Zero-Turnover Sales Force reveals the type of Old School sales management thinking—a mindset that infects experienced and even young sales managers at most organizations—that lies at the root of this constant turnover.
It takes a long, hard look at what causes the bloodletting of sales force turnover, and reveals what you can do about it. This revelatory, realistic book shows you how to eliminate the 12 Assassins of Sales Force Stability, including:
Understand the reality of online job applications, and avoid “The H.R. Trap.” Learn how to mine for gems, and find out the one reason to take a job applicant’s call.
The “Numbers Racket” of Straight Commission
Recognize the message that straight commission sends. Know how ditching it could salvage your career (and learn what to do if you’re stuck with it!).
Discover the three most important challenges that exist within your sales force. Use training to help individuals work as a group. Achieve amazing benefits through role-playing. And identify the six personality traits that just can’t be taught.
Fuzzy Goals and Unrealistic Expectations
Know the difference between goals and expectations. Forge strong, personal relationships with your salespeople by finding out their personal long-term goals and expectations, and set the bar at an achievable level.
Inattention to Top Sellers
Learn the subtle ways to coach superstar sales pros to new heights. Recognize the five things that will keep them aboard... and never lose another high achiever.
Unrest in the Trenches
Discover whether your salespeople respect you (and if not, why?). Gain respect from above and below by hitting the numbers. Understand why displaying individual sales figures is tantamount to public flogging. Learn how to spot the people who may be about to leave at any moment.
Sales Meetings That Don’t Work
Find out the one good reason to have regular sales meetings, what to do if you know you’re a terrible meeting-runner, and what bad sales meetings could be doing to your sales force. Learn how to benefit from one-on-one sales meetings.
Hesitation and Impatience with Young Salespeople
Recognize how you might be missing the boat on your younger salespeople. Discover how to use them as a powerful, energizing force within your sales team, and clue in to the five ways to retain them by gaining insight into how they really think.
Imagine a world where your only task is managing a stable, unchanging sales team. This insightful book reveals how you can build an industry-leading sales force that stays together and achieves amazing results.
Doug McLeod has spent more than 30 years in the marketing, sales, and communications industries. His experience includes all levels of the selling process—from product creation and street-level selling to strategic marketing and sales management to business ownership.From the Back Cover:
It’s happening right now. Someone on your sales team is getting ready to quit. Someone else is foundering to the point that you’re going to have to hand out a pink slip. A large part of the crew may even be ready to mutiny—and you might be happy to see them go. Except that no matter what form your turnover takes, it means you’re going to have to start all over again.
Sales force turnover is more than frustrating—it’s expensive. And it’s bad for your career. But it’s also preventable. The Zero-Turnover Sales Force reveals what you can do to prevent being the victim of last-century management techniques that may actually be causing the turnover.
This powerful, game-changing guide shows you how you can stop the revolving door of sales professionals in your organization...and in the process save your company money; demonstrate your ability to lead a stable, revenue-generating sales team; and keep your sales force intact regardless of market forces, the economy, or competitive pressure.
The Zero-Turnover Sales Force blows the lid off the real reasons sales professionals head for the exits. You’ll learn how to:
· hire smarter and train better
· eliminate wasteful cold calling
· conduct sales meetings that actually work
· keep your top sellers happy and motivated
· create a selling environment that not only makes people want to stay aboard but actually makes it possible for them to do so
Sparkling with fresh thinking on what really causes your best sales professionals to leave, this book is a powerful and entertaining must-read that reveals how you can keep your sales force charged up and in place.
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Book Description Amacom, United States, 2010. Hardback. Condition: New. Language: English . This book usually ship within 10-15 business days and we will endeavor to dispatch orders quicker than this where possible. Brand New Book. 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 practices that perpetuate this costly but avoidable problem. This eye-opening book examines the real reasons for high turnover, explains how it can be avoided, and gives readers specific strategies for maximizing the effectiveness of their sales force. The book demonstrates how to combat the 12 Assassins of Sales Force Stability, such as cold calling, straight commission sales compensation, weak recruiting, unfocused training, fuzzy goals, and unrealistic expectations. Sparkling with fresh thinking on hiring smarter, appreciating the values of younger salespeople, retaining top sellers, eliminating wasteful cold calling, and conducting sales meetings that work, The Zero-Turnover Sales Force is a powerful must-read for any corporate executive, sales manager, or salesperson who aspires to management. Seller Inventory # LVN9780814415603
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