Fortify Your Sales Force : Leading and Training Exceptional Teams (Hardcover)

Introduction ix

1. Invest in Your Salespeople Now 1
Bob Rickert

2. Winning Leadership Support for Sales Initiatives 23
Jim Graham

3. The Perfect Salesperson: A Guide to Building Your Dream Team 45
Teresa Hiatt

4. Develop Sales Reps Using Structured Feedback 67
Kenneth R. Phillips

5. So Many Choices: Determining the Right Solution 93
Michael Rockelmann

6. Capabilities: The Engine That Drives Success 111
Maria Edelson

7. Making Training Stick: Get Them to Use It 123
Susan Onaitis

8. Measuring the Impact: Did They Use It? 141
Gary Summy

9. Collaborative Partnership to Maximize L&D Investment 161
Susanne Conrad

10. Sales Managers: The Heavy Lifters in Training Salespeople 181
Rick Wills

11. Productive New Hires, Faster: You Don’t Get a Second Chance to Make a First Impression 199
Renie McClay

12. ‘‘Raise the Roof’’ Sales Meetings 235
Lanie Jordan

13. Successfully Leading Virtual Sales Teams 261
Renie McClay

14. Media Mojo: Using Technology as a Survival Strategy 273
Trish Uhl

About the Editor 305

About the Contributors 307

Index 317