151 Quick Ideas to Motivate Your Sales Force

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Imprint: Career Press
Availability: In stock

Book Details

Pages

192 Pages

Size

5.25 x 8.25

Format

Trade Paperback

Pub. Date

12/01/2008

ISBN

978-1-60163-049-0

Publisher

Red Wheel Weiser

Authors

  • Author Frank Horvath

    Frank R. Horvath, MBA, is a sales leadership professional, management consultant and a certified skill and competency analyst with more than 20 years of experience, including positions as a former Vice President of Business Development, Managing Director of a global consulting firm, President of Integrated Group Synergy, LLC and now Principal Consultant/Solutions Architect for The Newman Group (a Korn/Ferry Company). Through direct sales experience, education in psychology and study of effective sales competencies, he has directly impacted the "top line" of start-ups, mid-sized, and Fortune 500 companies. Horvath and his family live in Indianapolis, Indiana.

  • Author Julie Vincent

Traditional ways of motivating a sales force have included money, incentives, contests and even turnover (regardless of performance). While it’s true being a sales professional is not for everyone, there is a way to identify, build and retain a top-notch motivated sales force. The trick is to build and keep a sales team that delivers sustainable results.

The insights included in this book are designed to shift your thinking about traditional ways of motivating sales professionals you manage. It categorizes key sales-motivating management skills, tools and techniques while incorporating the art and science of sales management, leadership and the human dynamic. In this book you’ll learn:
Coaching and Development
Sales force Processes and Systems
Keys to Sales force Leadership
Reward, Recognition and Incentives

Sales managers that learn, know and implement a next-in-class approach to motivating their sales professionals will reap high rewards and beat their competition.

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