9781119575924

The most up-to-date and proven strategies from the CEO of Porter Henry & Co., written exclusively for sales managers

Sales Management Success: Optimizing Performance to Build a Powerful Sales Team contains a leading-edge training program that is filled with state-of-the-art approaches specifically designed for sales managers. Drawing on the author’s experience as the CEO of Porter Henry & Co. (the oldest sales-force training company in the world), Warren Kurzrock details the 8 most critical abilities and strategies in the sales manager's job. The Porter Henry process has proven to routinely help teams and individuals multiply their bottom-line results.

While all major companies provide basic orientations for new sales managers, these sessions are usually focused on policy, procedure, product, and marketing information. Most companies spend huge amounts of money on sales training new employees but do little for sales manager development. Written for sales executives in an appealing, upbeat tone, the book is well-grounded in research and real-world experience, as well as proven ideas and tools. The 8 strategies are supported with illustrative examples and quotes from successful sales executives. This must-have book:

Contains the most up-to-date strategies for sales executives
Offers compelling real-world examples
Includes the ideas and tools that can be put into action immediately
Draws on the experience of the CEO of Porter Henry & Co.
Reinforces the immediate application and learning with assessments, exercises, professional toolbox

Sales Management Success: Optimizing Performance to Build a Powerful Sales Team offers a well-organized, real-world process for today's sales leader to meet the challenge of a most challenging, chaotic job.

WARREN KURZROCK is the veteran CEO of Porter Henry & Co., which is the oldest sales-force training company in the world. Kurzrock has experience in every facet of training development including: needs analyses, training, sales manager/leader performance, custom project design, strategy, and long-range planning. As CEO, Warren has transitioned Porter Henry & Co. from a "custom-design" organization into a global company with 32 proprietary workshops for salespeople and sales managers and 18 online courses on the Illumeo.com website.

Preface vii

Introduction ix

Chapter 1 How Eight Interacting Strategies Drive Synergistic Success 1

Chapter 2 The Dynamic Duo Sales Coaching Strategy 11

Chapter 3 A Strategy for Managing Sales Performance 37

Chapter 4 Counseling Strategy for Attitude and Performance Problems 55

Chapter 5 Optimize Time to Achieve Priorities Strategy 67

Chapter 6 A Strategy to Improve Team Selling Skills, and Yours! 79

Chapter 7 Strategies to Align and Enhance Sales Motivation 107

Chapter 8 The Strategy for Hiring Future Sales Stars Strategy 133

Chapter 9 Strategizing for the Ultimate Sales Leader 149

Chapter 10 Your Turbo-Charged Strategic Toolbox 183

Acknowledgments 207

About the Author 209

Index 211

What is included with this book?

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Sales Management Success Optimizing Performance to Build a Powerful Sales Team

Sales Management Success Optimizing Performance to Build a Powerful Sales Team

1119575923

Summary

Author Biography

Table of Contents

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