You Can Always Sell More: How To Improve Any Sales Force

Product Description The sales manager's stepbystep guide to better team performanceAs an experienced sales manager, how do you improve your team's performance? Which selling skills, developed to their fullest potential, have the greatest impact on revenues and profitability? You Can Always Sell More will guide you through a proven stepbystep system for evaluating, training, and coaching your sales force. It will help you establish a simple and effective evaluation and improvement planning process for even your most successful salespeople. Proven in a wide array of industries, this will also show you how to improve your ability to coach and lead a team of sales professionals.Jim Pancero (Dallas, TX) is the founder of one of the country's most advanced sales and sales management training and consulting firms. He has conducted training sessions for over 200,000 experienced corporate salesteam members, association attendees, and graduatelevel university students. From the Inside Flap The sales manager's guide to better performanceThe sales manager is the most vital cog in any sales machine. High enough on the corporate ladder to see the big picture and close enough to the ground to see what's really happening, sales managers are perfectly positioned to effect real change. That's why, as a sales manager, any attempt to improve your sales force has to start with you. By improving your leadership and coaching skills, you can motivate and lead your team to more sales and bigger profitsno matter how well you're doing right now.You Can Always Sell More presents a comprehensive system to help you improve your leadership skills, retrain your salespeople, and lead your team to a position of market dominance. You'll learn how to implement a simple, yet effective improvement planning process that benefits even your most successful salespeople, because no matter how much you're selling, you can always sell more.Packed full of realworld solutions for improving your sales forceand based on author Jim Pancero's thirtyfive years of sales experiencethis uniquely practical guide walks you through a proven stepbystep system for evaluating and improving your team. You will also receive specialized tools for developing your own custom coaching and training processes specifically for your oneofakind business.You Can Always Sell More covers the six vital steps required to increase your team's excellence: Discovering how to improve your sales team Strengthening central leadership values to increase your personal sales leadership skills Analyzing and prioritizing your skills with selfevaluation tools Evaluating and improving each individual salesperson's selling skills and abilities Developing and implementing a successful sales team improvement strategy Understanding how to achieve a successful longterm implementation of your change processThe result of Pancero's firsthand selling, research, and training experience,You Can Always Sell More is the key to improving your sales team's skills, competitive positioning, and profitability. From the Back Cover PRAISE FOR YOU CAN ALWAYS SELL MORE'I began working with Jim Pancero over a dozen years ago. He helped our capital equipment sales force set strategy to give us a competitive advantage over all other players in the market. Once our sales managers were trained, our field sales force became effective business consultants. Since then we've never looked back.' John Stransky, President, Brunswick Bowling & Billiards Corp.'This fastmoving book is loaded with practical, proven techniques to supercharge your salespeople to ever higher levels of sales.' Brian Tracy, author, The Psychology of Selling'This book is a mustread for every sales organization. Jim Pancero takes you through a stepbystep process that will allow you to evaluate, train, and improve your sales team's leadership skills. Think you've reached your sales potential? Read on!' John P. McConnell, Chair