You Can Always Sell More: How to Improve Any Sales Force

322 Pages·2005·1.24 MB·English

by  Jim Pancero

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YOU CAN
ALWAYS
SELL MORE
How to Improve Any Sales Force
JIM PANCERO
John Wiley & Sons, Inc.
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YOU CAN
ALWAYS
SELL MORE
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YOU CAN
ALWAYS
SELL MORE
How to Improve Any Sales Force
JIM PANCERO
John Wiley & Sons, Inc.
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Copyright © 2006 by Jim Pancero. All rights reserved.
Published by John Wiley & Sons, Inc., Hoboken, New Jersey.
Published simultaneously in Canada.
No part of this publication may be reproduced, stored in a retrieval system, or
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Limit of Liability/Disclaimer of Warranty: While the publisher and author have used
their best efforts in preparing this book, they make no representations or warranties
with respect to the accuracy or completeness of the contents of this book and
specifically disclaim any implied warranties of merchantability or fitness for a particular
purpose. No warranty may be created or extended by sales representatives or written
sales materials. The advice and strategies contained herein may not be suitable for
your situation. You should consult with a professional where appropriate. Neither
the publisher nor author shall be liable for any loss of profit or any other commercial
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Library of Congress Cataloging-in-Publication Data:
Pancero, Jim.
You can always sell more : how to improve any sales force / Jim Pancero.
p. cm.
ISBN-13: 978-0-471-73915-9 (cloth)
ISBN-10: 0-471-73915-4 (cloth)
1. Selling. 2. Sales management. 3. Sales personnel. I. Title.
HF5438 .25 .P35 2005
658.3'044—dc22 2005012278
Printed in the United States of America.
10 9 8 7 6 5 4 3 2 1
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To my daughter Kate:
way too young yet oh so wise
and to my Mother Jane:
way too wise yet oh so young
I am so proud and I love you.
I want to be just like both of you when I grow up.
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CONTENTS
Acknowledgments xi
Introduction xiii
Section I Are You and Your Sales Organization
Good Enough to Get Better? 1
CHAPTER 1 Why Is It So Hard to Improve a Sales Force—
and Why Do We Tend to Lose It Once We
Change It? 5
CHAPTER 2 Is Your Senior Management Creating and
Supporting a Positive Sales Culture That
Allows Your Sales Team to Be Successful? 17
CHAPTER 3 The Six Commitments Necessary to Generate
Long-Term Change and Success Within a
Sales Force 23
CHAPTER 4 Applying the Concepts of ISO 9000to
Improve the Consistency and Quality of Your
Sales Team 41
SECTION II Strengthening Your Central Leadership
Values to Increase Your Personal Sales
Leadership Skills 49
CHAPTER 5 Are You Prepared, and Have You Earned the Right
to Coach and Lead a Sales Team? 53
CHAPTER 6 Mastering Your First Central Leadership Value:
Being a Leader instead of Just the Lead Doer 59
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CONTENTS
CHAPTER 7 Mastering Your Second Central Leadership Value—
Being Balanced as a Coach, Disciplinarian, and
Number Cruncher 69
CHAPTER 8 Mastering Your Third Central Leadership Value—
Having Empathy, Loyalty, and Trust in Your
Sales Team 87
CHAPTER 9 Mastering Your Fourth Central Leadership Value—
Being a Leadership Visionary 93
CHAPTER 10 Mastering Your Fifth Central Leadership Value—
Believing in the Structures of Selling 101
SECTION III How to Improve Your Personal Sales
Leadership Skills 107
CHAPTER 11 Using the Sales Leadership Evaluationto
Evaluate, Prioritize, and Develop Your Sales
Leadership Abilities 111
CHAPTER 12 Evaluating Your Sales Leadership Abilities as
an Administrator, Problem Solver,
and Disciplinarian 119
CHAPTER 13 Evaluating Your Sales Leadership Ability to
Build and Retain a Sales Team 127
CHAPTER 14 Evaluating Your Sales Leadership Abilities 137
CHAPTER 15 Evaluating Your Sales Leadership Ability to
Be a Coach and Strategist of Your Selling Process 145
CHAPTER 16 Suggestions to Improve Your Sales Leadership
Skills and Effectiveness 167
SECTION IV How to Improve a Salesperson’s Selling
Skills and Abilities 169
CHAPTER 17 Evaluating a Salesperson’s Operational Selling
Skills and Abilities 173
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