BUILDING A WINNING SALES TEAM provides the basic steps for setting up, growing, and motivating a successful sales team for company owners and sales managers and supervisors. The book begins with chapters on recruiting sales people, whether you want to organize your own sale team or set up a network of independent distributors. Other chapters cover orientating and motivating your sales people, setting up a training program, managing time and territory, providing support for your sales people, creating materials to sell, and organizing effective sales meetings. The book includes charts, templates, and other materials you can adapt for your own organization. The book is ideal for both entrepreneurs starting their own company and company owners and managers in a corporate setting.
Preface
Introduction
Chapter 1 : Setting Up a Sales Organization
Chapter 2 : Recruiting Salespeople: Outside Reps, Sales Brokers, or a Sales Manager?
Chapter 3 : Recruiting Salespeople: Organizing Your Own Sales Team of In-House Salespeople or Independent Distributors
Chapter 4 : Orienting and Motivating Your Salespeople
Chapter 5 : Setting Up a Training Program
Chapter 6 : Time and Territory Management
Chapter 7 : Providing Support
Chapter 8 : Creating Your Materials to Sell
Chapter 9 : Organizing Effective Sales Meetings
Index
