1st Edition
7 Secrets to Successful Sales Management The Sales Manager's Manual
By Jack D. Wilner
Copyright 1997
248 Pages
by
CRC Press
There are hundreds of books out there on sales, but 7 Secrets to Successful Sales Management is one of the few aimed directly at the most critical person in the sales organization: the sales manager. A practical, hands-on guide, the book presents an integrated approach to sales management and combines the author's experience with innovative strategies for motivating your sales force, recruiting quality sales people, and training new employees. Written by a grizzled veteran, the book reflects his success and allows you to learn from his mistakes. As Jack Wilner is fond of saying, "Nothing in this book is theoretical. It's all based on one thing and one thing only-what works!"
THE SALES MANAGER LOOKS AHEAD
The Seven Secrets Will Sound Familiar
Service, Service, Service
Problem Solving
Learning to Spot New Opportunities
THE SEVEN SECRETS
SECRET NO. 1-VISION
Who Are Some People with Vision?
Planning Versus Vision
The Visioning Experience
The Importance of Personal Vision
SECRET NO. 2-LEADERSHIP
Learning to Be a Leader
Leaders Are Not Born, They Are Made
Training for Leadership
Leaders Work Smarter, Not Harder
The "Societal Disease" of Our Time
The Next Generation of Leaders
The Secrets of Effective People and Companies
Sources of Employee Stress
A Few Nuggets to Mine from the Minds of America's Best Sales Managers
SECRET NO. 3-GOALS-YOU MUST HAVE THEM
Hey, I've Got Goals--In My Head!
Goal Setting is Motivating
Applying SMART to Sales
Alone or Part of the Team
A Matter of Disappointment
It's All About Pices
How to Coach your Salespeople to Score a Field Goal on Every Sales Call
SECRET NO. 4-RECRUITING, SELECTING, and HIRING WINNERS
Picking a Winner
Putting the Excel into Excellence
Recruiting Checklist
Five Selection Standards and Some Interview Questions for Best Results
SECRET NO. 5-TRAINING THE WINNERS
The 7 Principles of Adult Learning
The ABCs of Verbal and Physical Communication
Learning to Train
Learning to Develop People
Background of Sales Skill Development Curve
A Four-Step Training Process
Learning from ExperiencLearning to Delegate
Learning to Change Behavior through Experience
The Four Levels of Learning
The Seven Areas of Training New Sales People
The AICCF Formula
The AMPSA Formula
Learning About Communication
The Cost of Training New Salespeople
Thanks...For the Money!
Learn by Teaching; Teach by Learning
SECRET NO. 6-COACHING YOUR TEAM
Rules of Good Coaching
The Skills of Good Coaching
Coaching Problems and Solutions
The Team Approach to Selling and Managing
Teamwork
When a Team Is Not Your Dream
How to Set Up Satisfying Quotas
Coaching Performance Tests
Selling the "BIG Q" in your Coaching and Training
Framing the Picture
Quality Means Selling Results
A Closing Quote on Quality
Summary of Key Ideas
SECRET NO.7-MOTIVATION-KEY TO EXCELLENCE
Self-Motivation
The Dichter Dictum
Others Involved in Motivation
Dichter's Seven-Step Process
Self-Esteem: The Key to Performance
Self-Determination Fuels Motivation
When Training Is Not Enough, Motivate Yourself
Motivation Training Doesn't Cost-It Pays
Tom Peters on Motivation
Employee Retention: Keeping Effective Salespeople Can be the Ultimate Cost Saver
Ways to Retain Employees
LIVING THE SEVEN SECRETS
SIZZLEMANSHIP-THE ELMER WHEELER STORY
Make It Easy for the Customer to Buy!
Make It Easy for them to Buy
Professors are Always Right!
TIME MANAGEMENT
Four Rules on Maximizing Your Use of Time
Joe Adams' Steps to Eliminate Time Wasters
PERFORMANCE MANAGEMENT
Securing an UNderstanding of the Job
Setting Performance Standards: Personal Example
Appraisal Techniques
5 Steps to Effective Performance Management
Conducting a Sales Performance Audit
Identifying the Sales Manager's Job
To Measure Performance Realistically, Hold Salespeople Responsible Weekly
Performance Evaluation
Sales Management Performance Feedback
MANAGING SALES MEETINGS
The 12 Most Popular Sales Meeting Training Topics
Introducing Sales Presentation Aids and How to Use Them
The Psychological Impact of Effective Meetings
Ten Items to Consider Before Your NExt Sales Meeting
Environmental Awareness -- Ten Pointers for a "Greener" Sales Meeting
If Your Sales Meeting is an Annual Affair
Summary of Fundamental Concepts
THE ELECTRONIC OFFICE
Sales Management of the Future
Future Shock
Pass the Laptop, Please!
HUMOR AND STORYTELLING IN SELLING AND MANAGING
The World's Most Expensive Sales Promotion
Lighten Up!
A Storytelling Starter Set
Starting Your OWn Humor Collection
Do's and Don'ts of Humor
Humor, Comedy, and Wit
STRATEGIC ALLIANCES--MAKING THE TEAM WORK
The Internal Sell
Your Best ALly: Your Customer
Strategic Alliance are Everywhere
Don't Forget Your Salespeople!--Making the Team Work
Alliances to Avoid
SELLING OVERSEAS--THE IMPACT OF EXPORT
Preliminary Steps Prior to Selling Overseas
Strategic ALliances Abroad
How to Sell Overseas Like a Native
Establishing Your OVerseas Sales Force
Opportunities in the Future
ENVIRONMENT, ETHICS, AND QUALITY
Ethics
Quality
Pretty Good is Not Good Enough
Five Steps for Selling Total Quality Management to Salespeople
The "New" Forces for the Nineties and Beyond
The Ten COmmandments of Personal Business Ethics
INDEX
The Seven Secrets Will Sound Familiar
Service, Service, Service
Problem Solving
Learning to Spot New Opportunities
THE SEVEN SECRETS
SECRET NO. 1-VISION
Who Are Some People with Vision?
Planning Versus Vision
The Visioning Experience
The Importance of Personal Vision
SECRET NO. 2-LEADERSHIP
Learning to Be a Leader
Leaders Are Not Born, They Are Made
Training for Leadership
Leaders Work Smarter, Not Harder
The "Societal Disease" of Our Time
The Next Generation of Leaders
The Secrets of Effective People and Companies
Sources of Employee Stress
A Few Nuggets to Mine from the Minds of America's Best Sales Managers
SECRET NO. 3-GOALS-YOU MUST HAVE THEM
Hey, I've Got Goals--In My Head!
Goal Setting is Motivating
Applying SMART to Sales
Alone or Part of the Team
A Matter of Disappointment
It's All About Pices
How to Coach your Salespeople to Score a Field Goal on Every Sales Call
SECRET NO. 4-RECRUITING, SELECTING, and HIRING WINNERS
Picking a Winner
Putting the Excel into Excellence
Recruiting Checklist
Five Selection Standards and Some Interview Questions for Best Results
SECRET NO. 5-TRAINING THE WINNERS
The 7 Principles of Adult Learning
The ABCs of Verbal and Physical Communication
Learning to Train
Learning to Develop People
Background of Sales Skill Development Curve
A Four-Step Training Process
Learning from ExperiencLearning to Delegate
Learning to Change Behavior through Experience
The Four Levels of Learning
The Seven Areas of Training New Sales People
The AICCF Formula
The AMPSA Formula
Learning About Communication
The Cost of Training New Salespeople
Thanks...For the Money!
Learn by Teaching; Teach by Learning
SECRET NO. 6-COACHING YOUR TEAM
Rules of Good Coaching
The Skills of Good Coaching
Coaching Problems and Solutions
The Team Approach to Selling and Managing
Teamwork
When a Team Is Not Your Dream
How to Set Up Satisfying Quotas
Coaching Performance Tests
Selling the "BIG Q" in your Coaching and Training
Framing the Picture
Quality Means Selling Results
A Closing Quote on Quality
Summary of Key Ideas
SECRET NO.7-MOTIVATION-KEY TO EXCELLENCE
Self-Motivation
The Dichter Dictum
Others Involved in Motivation
Dichter's Seven-Step Process
Self-Esteem: The Key to Performance
Self-Determination Fuels Motivation
When Training Is Not Enough, Motivate Yourself
Motivation Training Doesn't Cost-It Pays
Tom Peters on Motivation
Employee Retention: Keeping Effective Salespeople Can be the Ultimate Cost Saver
Ways to Retain Employees
LIVING THE SEVEN SECRETS
SIZZLEMANSHIP-THE ELMER WHEELER STORY
Make It Easy for the Customer to Buy!
Make It Easy for them to Buy
Professors are Always Right!
TIME MANAGEMENT
Four Rules on Maximizing Your Use of Time
Joe Adams' Steps to Eliminate Time Wasters
PERFORMANCE MANAGEMENT
Securing an UNderstanding of the Job
Setting Performance Standards: Personal Example
Appraisal Techniques
5 Steps to Effective Performance Management
Conducting a Sales Performance Audit
Identifying the Sales Manager's Job
To Measure Performance Realistically, Hold Salespeople Responsible Weekly
Performance Evaluation
Sales Management Performance Feedback
MANAGING SALES MEETINGS
The 12 Most Popular Sales Meeting Training Topics
Introducing Sales Presentation Aids and How to Use Them
The Psychological Impact of Effective Meetings
Ten Items to Consider Before Your NExt Sales Meeting
Environmental Awareness -- Ten Pointers for a "Greener" Sales Meeting
If Your Sales Meeting is an Annual Affair
Summary of Fundamental Concepts
THE ELECTRONIC OFFICE
Sales Management of the Future
Future Shock
Pass the Laptop, Please!
HUMOR AND STORYTELLING IN SELLING AND MANAGING
The World's Most Expensive Sales Promotion
Lighten Up!
A Storytelling Starter Set
Starting Your OWn Humor Collection
Do's and Don'ts of Humor
Humor, Comedy, and Wit
STRATEGIC ALLIANCES--MAKING THE TEAM WORK
The Internal Sell
Your Best ALly: Your Customer
Strategic Alliance are Everywhere
Don't Forget Your Salespeople!--Making the Team Work
Alliances to Avoid
SELLING OVERSEAS--THE IMPACT OF EXPORT
Preliminary Steps Prior to Selling Overseas
Strategic ALliances Abroad
How to Sell Overseas Like a Native
Establishing Your OVerseas Sales Force
Opportunities in the Future
ENVIRONMENT, ETHICS, AND QUALITY
Ethics
Quality
Pretty Good is Not Good Enough
Five Steps for Selling Total Quality Management to Salespeople
The "New" Forces for the Nineties and Beyond
The Ten COmmandments of Personal Business Ethics
INDEX
Biography
Jack D. Wilner
