Table of Contents for
7 Secrets to Success Sales Management

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1  THE SALES MANAGER LOOKS AHEAD
    The Seven Secrets Will Sound Familiar
    Service, Service, Service
    Problem Solving
    Learning to Spot New Opportunities

PART I: THE SEVEN SECRETS

2  SECRET NO. 1-VISION
    Who Are Some People with Vision?
    Planning Versus Vision
    The Visioning Experience
    The Importance of Personal Vision

3   SECRET NO. 2-LEADERSHIP
    Learning to Be a Leader
    Leaders Are Not Born, They Are Made
    Training for Leadership
    Leaders Work Smarter, Not Harder
    The "Societal Disease" of Our Time
    The Next Generation of Leaders
    The Secrets of Effective People and Companies
    Sources of Employee Stress
    A Few Nuggets to Mine from the Minds of America's Best Sales Managers

4  SECRET NO. 3-GOALS-YOU MUST HAVE THEM
    Hey, I've Got Goals--In My Head!
    Goal Setting is Motivating
    Applying SMART to Sales
    Alone or Part of the Team
    A Matter of Disappointment
    It's All About Pieces
    How to Coach your Salespeople to Score a Field Goal on Every Sales Call

5  SECRET NO. 4-RECRUITING, SELECTING, and HIRING WINNERS
    Picking a Winner
    Putting the Excel into Excellence
    Recruiting Checklist
    Five Selection Standards and Some Interview Questions for Best Results

6  SECRET NO. 5-TRAINING THE WINNERS
    The 7 Principles of Adult Learning
    The ABCs of Verbal and Physical Communication
    Learning to Train
    Learning to Develop People
    Background of Sales Skill Development Curve
    A Four-Step Training Process
    Learning from Experience
    Learning to Delegate
    Learning to Change Behavior through Experience
    The Four Levels of Learning
    The Seven Areas of Training New Sales People
    The AICCF Formula
    The AMPSA Formula
    Learning About Communication
    The Cost of Training New Salespeople
    Thanks ... For the Money!
    Learn by Teaching; Teach by Learning

SECRET NO. 6-COACHING YOUR TEAM
    Rules of Good Coaching
    The Skills of Good Coaching
    Coaching Problems and Solutions
    The Team Approach to Selling and Managing
    Teamwork
    When a Team Is Not Your Dream
    How to Set Up Satisfying Quotas
    Coaching Performance Tests
    Selling the "BIG Q" in your Coaching and Training
    Framing the Picture
    Quality Means Selling Results
    A Closing Quote on Quality
    Summary of Key Ideas

8  SECRET NO.7-MOTIVATION-KEY TO EXCELLENCE
    Self-Motivation
    Dichter Dictum
    Others Involved in Motivation
    Dichter's Seven-Step Process
    Self-Esteem: The Key to Performance
    Self-Determination Fuels Motivation
    When Training Is Not Enough, Motivate Yourself
    Motivation Training Doesn't Cost-It Pays
    Tom Peters on Motivation
    Employee Retention: Keeping Effective Salespeople Can be the
    Ultimate Cost Saver
    Ways to Retain Employees

PART II: LIVING THE SEVEN SECRETS

9  SIZZLEMANSHIP-THE ELMER WHEELER STORY
    Make It Easy for the Customer to Buy!
    Make It Easy for them to Buy
    Professors are Always Right!

10 TIME MANAGEMENT
    Four Rules on Maximizing Your Use of Time
    Joe Adams' Steps to Eliminate Time Wasters

11 PERFORMANCE MANAGEMENT
    Why Don't People Perform
    Securing an Understanding of the Job
    Setting Performance Standards: Personal Example
    Appraisal Techniques
    5 Steps to Effective Performance Management
    Conducting a Sales Performance Audit
    Identifying the Sales Manager's Job
    To Measure Performance Realistically, Hold Salespeople Responsible Weekly
    Performance Evaluation
    Sales Management Performance Feedback

12 MANAGING SALES MEETINGS
    The 12 Most Popular Sales Meeting Training Topics
    Introducing Sales Presentation Aids and How to Use Them
    The Psychological Impact of Effective Meetings
    Ten Items to Consider Before Your Next Sales Meeting
    Environmental Awareness -- Ten Pointers for a "Greener" Sales Meeting
    If Your Sales Meeting is an Annual Affair
    Summary of Fundamental Concepts

13 THE ELECTRONIC OFFICE
    Sales Management of the Future
    Future Shock
    Pass the Laptop, Please!

14 HUMOR AND STORYTELLING IN SELLING AND MANAGING
    The World's Most Expensive Sales Promotion
    Lighten Up!
    A Storytelling Starter Set
    Starting Your Own Humor Collection
    Do's and Don'ts of Humor
    Humor, Comedy, and Wit

15 STRATEGIC ALLIANCES--MAKING THE TEAM WORK
    The Internal Sell
    Your Best Ally: Your Customer
    Strategic Alliance are Everywhere
    Don't Forget Your Salespeople!--Making the Team Work
    Alliances to Avoid

16 SELLING OVERSEAS--THE IMPACT OF EXPORT
    Preliminary Steps Prior to Selling Overseas
    Strategic Alliances Abroad
    How to Sell Overseas Like a Native
    Establishing Your Overseas Sales Force
    Opportunities in the Future

17 ENVIRONMENT, ETHICS, AND QUALITY
    Ethics
    Quality
    Pretty Good is Not Good Enough
    Five Steps for Selling Total Quality Management to Salespeople
    The "New" Forces for the Nineties and Beyond
    The Ten Commandments of Personal Business Ethics

INDEX

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