Sales Management (The Brian Tracy Success Library) by Brian Tracy

Author:Brian Tracy
Language: eng
Format: epub
ISBN: 9780814436301
Publisher: AMACOM
Published: 2015-03-02T16:00:00+00:00

ACTION EXERCISES

1. Teach your salespeople the 80/20 rule again and again, and help them become perfectly clear about the most important things they do all day long.

2. Buy stopwatches for each of your salespeople and have them keep track of how many minutes they spend face-to-face with customers each day for one month. Then set a goal to double the number of minutes the following month.

FOURTEEN

Use the CANEI Method

Canei (continuous and never-ending improvement) as a philosophy is the driving force behind the most successful and profitable companies in the world today. It should be your philosophy as well.

With CANEI, you continually look for ways to improve every part of your performance, from the selection of salespeople through every aspect of managing and motivating them. You encourage your salespeople to improve as well, from the first customer contact to product delivery and customer satisfaction.

Quality circles are a popular use of the CANEI method. You bring your team together once each week to discuss improvements in sales methodology and effectiveness. The good news is that every single process in your business can be improved and should be improved continually. Sometimes one improvement in a key function can lead to a dramatic improvement in results. The most effective use of quality circles is to structure them around the key result areas in selling.

Download

Copyright Disclaimer:
This site does not store any files on its server. We only index and link to content provided by other sites. Please contact the content providers to delete copyright contents if any and email us, we'll remove relevant links or contents immediately.