Fortify Your Sales Force: Leading and Training Exceptional Teams | by Renie McClay | 2010 | ISBN: 9780470488669. Sales Force Management Book. Sales Competency Models. Sales Management Support.
Monday, June 27th, 2011Fortify Your Sales Force: Leading and Training Exceptional Teams
by Renie McClay
2010 (352 pages)
ISBN:9780470488669
Filled with a diverse collection of case studies from top companies, this helpful guide provides a practical road map and the proven tools for organizations that want to implement a winning sales training program.
Fortify Your Sales Force—Leading and Training Exceptional Teams
Introduction
Who are the Contributors?
Who will Benefit from This Book?
How to Get the Most from This Book
Chapter 1 – Invest in Your Salespeople Now
Facing a Strong Headwind
Why Invest in Your Salespeople Now
Lessons of past Recessions
What’s Impacting Your Business
What You Need to Know about Your Business
The Financials
The Trends
What Executives are Saying
How to Analyze Your Sales Team’s Needs
The Business Case for Investing in Your Team
Components of an Effective Business Case
Summary
Bibliography
Chapter 2 – Winning Leadership Support for Sales Initiatives
Credibility
Consider the Audience
Defining the Return
Defining Outcomes
Budget Process and Timing
Sell It
Progress Updates
Your Plan for Leadership Support
Summary
Recommended Resources
Chapter 3 – The Perfect Salesperson—A Guide to Building Your Dream Team
Overview
What are Competency Models?
Creating a Competency Model for Sales
Sample Competency Models
Using Competency Models to Develop Hiring Profiles
Is Training the Answer?
Business Impact
Creating the Instructional Strategy
Summary
Chapter 4 – Develop Sales Reps Using Structured Feedback
Overview
Tips for Use
References
A: Sales Skills Assessment–Self
B: Sales Skills Assessment–Other
Chapter 5 – So Many Choices—Determining the Right Solution
Overview
Model Overview
The Needs Analysis
Outsourcing Decisions
Implementing the Best Solution
Summary
Bibliography
Chapter 6 – Capabilities—The Engine That Drives Success
Overview
What’s Your Destination?
Developing the Capability Development Plan
Summary
Chapter 7 – Making Training Stick—Get Them to Use It
Why is Reinforcement Necessary?
How Much Repetition is Required to Learn?
Carrot or Stick: Which Reinforcement Works Best?
Before the Training
During the Training
After the Training
Any Time Reinforcement
Chapter Summary
References
Additional Resources
Chapter 8 – Measuring the Impact—Did They Use It?
ROI—The Quest
Identify Metrics
Establish the Link
Making the Case for Subjective Analysis
Combining Objective and Subjective Analysis
Measurement is a Shared Responsibility
Resource
Additional Resources
Chapter 9 – Collaborative Partnership to Maximize L&D Investment
The Need for Collaboration
Collaborating: What Sales and L&D Should Talk About
A Practical Approach to Collaboration
Building a Strong Sales L&D Staff
Barriers and Enablers to Collaboration
Summary
Chapter 10 – Sales Managers—The Heavy Lifters in Training Salespeople
Corporate Role of Sales Management
Sales Training and Sales Management
Creating Sales Management Support
Building Relationships
Summary
Chapter 11 – Productive New Hires, Faster—You Don’t Get a Second Chance to Make a First Impression
Overview
On-Boarding Programs
Benefits of On-Boarding
The Challenges of On-Boarding
Sales Management Support of On-Boarding
Getting Started
Determine Needs
Define the Audience: Who Needs to Know What?
Define Scope, Content, and Objectives
Product Training
Define Timing
Identify Resources and Tools
Define Delivery Methods
Measuring Success
Update and Improve
Summary
Chapter 12 – “Raise the Roof” Sales Meetings
Overview
Stop Kidding Yourself: Take This Quick Quiz to Assess Your Meeting Leadership Skills
Start with a Killer Plan
The Big Day
Annual Sales Meeting Planning
Conclusion
Reference
Chapter 13 – Successfully Leading Virtual Sales Teams
Defining Today’s Environment
Building a Successful Virtual Team
Creating the Team
Special Challenges
Chapter 14 – Media Mojo—Using Technology as a Survival Strategy
Common Misconceptions
How Technology Complements Rapport
How to Expand Your Reach and Improve Your Chances for Success
Sales, Web 2.0 Technologies, and Social Media
Real Time versus Any Time
What Technologies are Available, How and When to Use Them
Applying the Tools to Your Sales Process
Success Stories
Pitfalls
When to Use What for Developing Your Sales Force
Using Technology for Developing Your Sales Force
Candidates for Electronic Meetings
Summary
References
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