Summary of Frontline Profit Machine

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Rating

6 Overall

7 Applicability

5 Innovation

5 Style


Recommendation

The retail sales floor and your other customer contact points are your company’s “Frontline.” Most of your sales happen here as your staffers interact with your clients. Yet many companies fail to take full advantage of this potential. To maximize your sales, first motivate and train your frontline employees. Sales performance consultant Ziad Y. Khoury provides a blueprint (somewhat grandly named the “Khoury Performance Equation” or KPE) that your company can use to optimize its sales. He designed his program to help businesses create the best environment for frontline employees to enable and encourage them to sell more. His system is detailed, if not highly original. Its major benefit is Khoury’s practical advice on building point-of-contact sales. getAbstract finds that this specificity makes the book useful to retail store managers and other executives who deal with the buying public.

In this summary, you will learn

  • How focusing on your “Frontline” can increase sales;
  • How to create the right frontline environment;
  • How to recruit, train and motivate frontline employees and
  • How to use the “Khoury Performance Equation.”
 

About the Author

Ziad Y. Khoury is founder and president of a consulting firm that helps companies increase sales through effective on-site sales management.

 

Summary

Increase Your Point-of-Contact Sales
You cannot control the market, the economy or the competition, but you can control your “Frontline,” the customer contact points where employees in the sales trenches deal directly with your clients. In fact, the frontline is responsible for 90% of...

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