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With the popularity of inside sales skyrocketing, so is the demand for inside sales talent. This book shows you how to recognize the specialized skills required to manage and lead an inside sales team, understand the skills required of an ideal inside sales rep, and quantify the cost of a bad hire.
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Presenting an all-encompassing guide to building, leading, and managing a profitable direct sales organization, this book will help readers set goals, eliminate self-sabotaging behaviors, maintain work-life balance, budget time wisely, and more.
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Containing the practical advice and case studies of companies that have conquered even the most challenging obstacles, this innovative book will enable every company to drive sales and stay competitive.
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Helping you leverage the full power of your sales force with a cutting-edge compensation program, this step-by-step book provides everything you need to build an incentive plan that delivers real financial results.
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This audio edition is a groundbreaking book for sales managers and executives who want greater control over sales performance.
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Based on new research into how world-class sales forces measure and manage their sellers, this groundbreaking book provides a best practice approach to identify and implement the critical activities and metrics that drive business results.
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Many organizations lack a strategy and a structure for hiring, training, and developing sales professionals. This book provides a systematic framework and customizable approach to addressing this important organizational need.
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Packed with generational insights and surefire strategies, this frank and incisive book is your field guide to managing today?s emerging sales professionals.
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The definitive guide to making sales coaching work for any sales team in any industry, this practical resource teaches you how to develop the best coaching approach for your teams and their individual sellers using powerful research-based best practices.
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Investigating whether sales managers are sufficiently equipped to handle their responsibilities, this resource is aimed at ensuring that sales managers are equipped to not only sell solutions, but also to direct, develop, and motivate sales teams.