Traditional sales management has gone the way of the dial telephone and black and white TV. Today’s sales staff needs more than an administrator. Sales managers must be mentors, coaches and teachers – and still make their quotas. Author Stephan Schiffman covers the basics of selling, based on his “four-and-a-half step” sales process. He holds salespeople responsible for continually moving prospects toward the “Next Step” in the process to keep the sale alive. He offers managers systems for tracking sales activity and evaluating employee performance. He explains the essentials of group and one-on-one coaching, and offers a plan for an eight-week coaching program. The book also contains an appendix of outstanding resources including time-tested cold-calling techniques, ways to ask the client to move to the next step in the sales process and suggestions on time management. Schiffman works hard to sell his ideas. After all, he is the consummate salesperson. getAbstract recommends this book to salespeople and to sales managers who seek a more systematized approach.
In this summary, you will learn
- How to coach your sales team to success;
- What systems you can use to track sales activity, evaluate a salesperson’s performance and create an effective coaching plan; and
- How to reach the “Next Step” in the sales process and help your prospect decide to buy.
About the Author
Stephan Schiffman, a leading sales expert and corporate trainer in the U.S., has written several bestselling books including Cold Calling Techniques (That Really Work!) and The 250 Questions to Close the Deal.