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In Make Winning a Habit, Rick Page identifies five universal areas of sales effectiveness--Technique, Technology, Talent, Teamwork and Trust. The result is over 20 best practices from the top sales ***anizati*** in the world. Page then explains how to take these practices and turn them into winning results.

Introduction

Biggest Problems, Best Practices

CHAPTER 1:Managers, Tell Me Where It Hurts

　How Good Do We Need to Be? How Good Is Good?

　The Deadly Dozen: The 12 Biggest Pains Sales Managers Feel Today

　So What Are the Answers?

　The Evolution of Sales Processes: The Last Four Decades-From Fighting Alligators to Draining the Swamp

CHAPTER 2:Pathway to Perpetual Advantage

　"Without Vision, the People Perish"

　Buying Time for Change-Setting Management Expectati***

　Setting Priorities

　Eight Steps to Sales Transformation

　Assessment-Where Are We Now?

　Start with People-Managers First

　Next Is Your Sales Process

　Positioning-What Do We Say about Us?

　Creating a Winning Sales Culture-Align the Infrastructure

　Execution-Level Selling Skills

　People and Process First-Then Automate

　New Metrics and Feedback for Perpetual Advantage

CHAPTER 3:Defining the Scorecard

CHAPTER 4:Talent

CHAPTER 5:Technique

CHAPTER 6:Teamwork

CHAPTER 7:Technology

CHAPTER 8:Trust

CHAPTER 9:Transformation-Making Itick

Index

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About the Author

　　Rick Page, founder of the renowned c***ulting firm The Complex Sale, Inc., has provided sales and methodology training to more than 100,000 sales reps worldwide. His firm has worked with over 300 of the top sales ***anizati*** in over 50 countries in all industries. Page's previous book, Hope Is Not a Strategy, is a national bestseller.

书籍介绍

Breakthrough Techniques for Making C***istent Sales Growth a Habit In Make Winning a Habit , Rick Page identifies five universal areas of sales effectiveness--Technique, Technology, Talent, Teamwork and Trust. The result is over 20 best practices from the top sales ***anizati*** in the world. Page then explains how to take these practices and turn them into winning results. Discover how to: Rate your ***anization and see how your sales efforts really stack up against the competition Close the gap between what you know to do and how your ***anization is actually performing Leverage yourself as a management team through more effective coaching and strategy sessi*** Integrate your sales methodology into a forecasting system to provide greater accuracy, better coaching, and fewer unpleasant surprises Identify and hire “A” players using a 10-point process Manage strategic accounts to maximize revenue and elevate relati***hips Correct the six most common areas of poor individual sales performance With Make Winning A Habit , you'll discover the obstacles between you and c***istent sales performance--and find the tools to not only make success a habit but keep your business growing.