Building a Winning Sales Force
Powerful Strategies for Driving High Performance
Published on 1. February 2009
Book
Hardback
480 pages
978-0-8144-1040-0 (ISBN)
Description
Life after work no longer conjures up images of couples wandering the malls, playing golf, and taking endless Caribbean cruises. As baby boomers reach their 50s and 60s, they are redefining what it means to retire. Many of them are still choosing to work or create a whole new life entirely. What they crave is vitality, joy, and meaning in their lives. Author David Borchard has been helping adults rejuvenate their careers and lives for 30 years. In The Joy of Retirement, he shows readers how to reinvent themselves and achieve the kind of fulfillment and meaning in their lives they have always dreamed of. Now, readers can start crafting their future and discovering their passions with advice on topics such as: finding new interests that make the most of their unique talents; planning their lifestyle at 50+; assessing what transitions they are ready and willing to make; defining priorities and goals; establishing their criteria for success; mastering the seven steps to maintaining vitality. Revealing and hopeful, this book will reshape how people look at the next phase of their lives.
More details
Language
English
Place of publication
New York
United States
Target group
Professional and scholarly
Dimensions
Height: 236 mm
Width: 160 mm
Thickness: 39 mm
Weight
741 gr
ISBN-13
978-0-8144-1040-0 (9780814410400)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Persons
Mike Beirne is the Vice President of the National Apartment Association and Executive Vice President of a real estate management firm. He is a frequent speaker and writes for such industry publications as Units Magazine. He lives in Manalapan, New Jersey.
Content
Contents P A R T 1 A Blueprint for Sales Force Excellence 1 1 The Dimensions and Drivers of a Winning Sales Force 3 2 Achieving Sales Force Excellence 23 P A R T 2 Improving the Top Sales Effectiveness Drivers 47 3 Sales Strategies That Win with Customers 49 4 Sizing Your Sales Force for Long-Term Success 61 5 Structuring Your Sales Force for Efficiency and Effectiveness 91 6 Designing Sales Territories for Maximum Success 115 7 Sales Force Recruiting: Winning the War for Talent 129 8 Developing More Effective Training Programs 147 9 How to Create a Winning Sales Force Culture 171 10 The Right Sales Manager: A Key to Sales Force Success 199 11 Using Information Technology to Enhance Sales 223 12 How Sales Force Incentives Can Drive Results 247 13 Setting Fair and Realistic Goals to Motivate Your Sales Force 287 14 Staying on Track Through Better Sales Force Performance Management 305 P A R T 3 Addressing Common and Challenging Sales Management Issues 321 15 Preventing Sales Force Complacency: The Silent Killer of Sales Effectiveness 323 16 Adapting a Sales Strategy to Meet New Challenges 347 17 Allocating Sales Resources to Maximize Results 367 18 Retaining Successful Salespeople 395 19 Achieving Better Sales and Marketing Alignment 421 20 The GE Story: Improving Sales Force Effectiveness Across Businesses 455 Index 477