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020 _a9781032391502
082 _a658.8
_bCAS
100 _aCasemore, Shawn
_911897
245 _aThe unstoppable sales team:
_belevate your team’s performance, win more business, and attract top performers
260 _bRoutledge
_aNew York
_c2024
300 _axiv, 183 p.
365 _aGBP
_b24.99
500 _aTable of content: About the Author Introduction Part I: Why You Need a Strong Sales Team (not just strong sales performers).　 Chapter 1: Start from Where You Are Right Now One Thing That Hasn't Changed About Selling What You Need Isn't What You Think. You’re in a Marathon, Not a Sprint Scale Sales Faster Starting from Where You Are Right Wow Chapter 2: Your Sales Team's Greatest Challenge It's Becoming More Difficult for Your Buyer to Buy The Dawn of Buyer Centric Selling Team Decision-Making Requires a Team Approach Information Overload: Getting the Right Information at the Right Time Master of One Trade; Jack of None Chapter 3: Why Selling Has Become a Team Sport　 Being a Lone Wolf is Just Lonely Top Sales Performers Are Attracted to Strong Teams Create An Environment Ripe for Learning Your Sitting on a Gold Mine of Best Practices Chapter 4: The Foundation of a Winning Sales Team Selling is Competitive; Take Advantage of it Experience Trumps Theory: Learn by Doing Motivation is Inside Out and Outside In Success Breeds Success Part II: Build Your Unstoppable Sales Team Chapter 5: Where to Begin: Assessing Your Sales Teams Performance Setting a Sales Performance Baseline Why You Need to Isolate Poor Performance Good, Better, Best: A Structure For Sales Team Growth Accelerating From Better to Best Chapter 6: The Top Sales Skills of an Unstoppable Sales Team Why Fit is More Important Than Experience 7 Elements of Unstoppable Sales Teams How to Address Mistakes and Errors Made by Your Sales Team Your Daily Sales Huddle Chapter 7: Creating an Environment that Stimulates Sales Team Performance Setting and Selling a Compelling Future Multi-Directional Communication: Persistence, Parallel, Permeable Adopting a Hunger for New Skills Development Sales Meetings That Stimulate Learning Chapter 8: Motivation Doesn’t Come from Within Why Money is Not a Motivator: Here Is What Is Sales Leader Influence Over Motivation Motivating Your Sales Team: The Everyday Sales Mantra Your Everyday Sales Mantra Measuring the Success and Impact of Your E.S.M. Part III: A Sales Leaders Guide to Managing an Unstoppable Sales Team Chapter 9: Your Role as the Leader of an Unstoppable Sales Team The Difference: Regular leaders versus Leaders of Unstoppable Sales Teams Being the Gatekeeper Do You Make the Cut? Assessing Your Unstoppable Sales Leadership Capabilities The Journey: Building Your Skills as an Unstoppable Sales Leader Chapter 10: Sales Coaching: A Framework for Coaching an Unstoppable Sales Team　 Talking is Not Coaching: How to Build a Foundation for Effective Coaching The Pillars for Effective Sales Coaching Combine Sales Coaching with Feedback for Greater Impact You As a Coach: Assessing Gaps In Your Own Coaching Chapter 11: Setting Sales Performance Metrics that Matter What Gets Measured Doesn’t Always Get Improved Choosing Sales Metrics that Matter Metrics that Motivate Individual Performance Team Performance Metrics that Matter (and Motivate!) Chapter 12: Technology to Accelerate Your Sales Team’s Performance　 The Three Phases of Sales Team Maturity Technology to Support Building Your Unstoppable Sales Team Technology to Boost Your Sales Teams Performance Introduce New Technology to Support Your Sales Teams Performance Chapter 13: Accelerating Your Unstoppable Sales Teams Performance Advancing Your Teams Sales Skills Advancing Your Leadership Skills How a Good Coach Can Help Build Your Unstoppable Sales Team The Big Short: The Counterintuitive Way to Introduce Change to Your Sales Team Attracting Sales Talent with Sales Performer Attraction The Future of Sales Talent (and Why You Need to Build an Unstoppable Sales Team) Conclusion [https://www.routledge.com/The-Unstoppable-Sales-Team-Elevate-Your-Teams--Performance-Win-More-Business-and-Attract-Top-Performers/Casemore/p/book/9781032391502?srsltid=AfmBOoq44kJJry_b83QGOG-7AH2U22g4KFQrk_KaTV0lIBM_2u0jmvp6]
520 _aWhat are the secrets behind well-known companies like Salesforce, Whirlpool, and Cintas's ability to be repeatedly recognized for their top sales performance? What do they do that sets them apart from their competition, allowing them to increase sales revenue year over year? It's not due to their ability to master online sales funnels or introduce software that automates their sales process. Instead, these companies dominate their markets because they continually elevate their sales team's skills and performance to an unstoppable level. This comprehensive book is written for sales executives, leaders, and managers. If you lead a sales team and want to improve their sales performance without being forced to invest in new technology, hire more employees, or completely restructure your existing sales team, then this book is for you. Based on his work with sales leaders from around the globe, Shawn Casemore shares a proven model for building, structuring, and improving a sales team's performance. This model is effective regardless of the product or service sold, industry served, or sales leader's experience. In this book, Shawn shares: What your sales team's greatest challenge is, and how to overcome it. The key influences that impact a sales team's performance. Steps to assessing your sales team's current performance levels. The top sales skills of an unstoppable sales team. How to create an environment that stimulates the performance of your sales team.M Methods to motivate your sales team (that don't require money). A framework for coaching your sales team to higher levels of performance. Selecting and setting sales performance metrics that matter. Technology that will elevate and accelerate the sales performance of your team. How to attract and retain top sales professionals. Whether you are new to leading a sales team or a seasoned leader, the Unstoppable Sales Team contains the strategies, methods, and best practices for building a high-performing sales team that outsells and outperforms its competition. Stop stressing about improving your sales team's performance. Get the strategies and methods to design, lead, and unlock your sales team's full potential. (https://www.routledge.com/The-Unstoppable-Sales-Team-Elevate-Your-Teams--Performance-Win-More-Business-and-Attract-Top-Performers/Casemore/p/book/9781032391502?srsltid=AfmBOoq44kJJry_b83QGOG-7AH2U22g4KFQrk_KaTV0lIBM_2u0jmvp6)
650 _aSelling
650 _aLeadership
650 _aStrategic management
650 _aTeams in the workplace
942 _cBK
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