Fortify Your Sales Force

With its emphasis on measurement and implementation, this book covers areas that are too often neglected and makes a useful and practical contribution. -PROFESSOR NEIL RACKHAM, author, SPIN Selling FORTIFY YOUR SALES FORCE When an organization wants to gain and maintain a competitive advantage, it is essential that they provide the right sales training to the right sales people at the right time. Fortify Your Sales Force is a hands-on resource for any organization that wants to increase profitability and thrive in today's highly competitive marketplace. The book is filled with the real-life experiences from more than a dozen seasoned sales training professionals who have worked with a range of Fortune 500 companies that represent a wide variety of industries. These experts clearly define successful methods for leading and training an effective sales force in this era of limited resources and cut budgets. They offer the proven tools for any company that wants to increase the effectiveness of their sales force. The book gives a behind-the-scenes look at training experiences from leading companies such as Motorola, Proctor & Gamble, Kraft, Ricoh, United Airlines, and RR Donnelly. Based on their real-life experiences, the contributors reveal how to get internal support and funding of training initiatives, how to choose the right solution, the role leadership plays in successful training, and offer information on how to assess the competencies and needs of the sales force. Fortify Your Sales Force shows what it takes to make certain the customer is the primary focus for your sales force. For sales managers, there are tips for onboarding new sales people into the organization, leading virtual sales teams, reinforcing training to make it stick, and planning effective sales meetings. For sales people, there are a self-assessment and ideas on how to use emerging technology to sell. In addition, the book offers critical information on how to determine the impact of training, and what it takes to survive in a down economy.