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Selling is Everyone's Business
Book

Selling is Everyone's Business

What It Takes To Create A Great Salesperson

Wiley, 2006 plus...


Editorial Rating

7

Qualities

  • Applicable

Recommendation

A huge difference separates being a great salesperson and creating one. And being a good salesperson doesn’t necessarily mean that you have the skills or knowledge to coach or create another good salesperson. This book helps you defy the Peter Principle by teaching you how to coach a sales team to greatness. Sales training consultants Steve Johnson and Adam Shaivitz created this easy-to-follow handbook. They cover all the basics, including developing sales goals and a plan to meet them, teaching and reinforcing essential sales skills, training in the field, running effective sales meetings and providing constructive feedback. The authors stick to what they know best and, although the result isn’t particularly original, it does provide a step-by-step template for managing a sales team and pumping up their performance. getAbstract recommends this book to anyone who wants to make the transition from salesperson to sales department manager.

Take-Aways

  • Successful sales coaches help their sales teams achieve greatness.
  • A written business plan allows the coach and the salesperson to stay focused on the activities that are required to meet their agreed-upon goals.
  • A goal-setting meeting (GSM) is a one-on-one conference in which the salesperson and coach review past performance and create a plan for the future.

About the Authors

Steve Johnson and Adam Shaivitz are partners in a sales training company. Johnson is the co-author of the book If You’re Not Out Selling, You’re Being Outsold.