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In Make Winning a Habit, Rick Page identifies five universal areas of sales effectiveness--Technique, Technology, Talent, Teamwork and Trust. The result is over 20 best practices from the top sales organizations in the world. Page then explains how to take these practices and turn them into winning results.

Introduction

Biggest Problems, Best Practices

CHAPTER 1:Managers, Tell Me Where It Hurts

　How Good Do We Need to Be? How Good Is Good?

　The Deadly Dozen: The 12 Biggest Pains Sales Managers Feel Today

　So What Are the Answers?

　The Evolution of Sales Processes: The Last Four Decades-From Fighting Alligators to Draining the Swamp

CHAPTER 2:Pathway to Perpetual Advantage

　"Without Vision, the People Perish"

　Buying Time for Change-Setting Management Expectations

　Setting Priorities

　Eight Steps to Sales Transformation

　Assessment-Where Are We Now?

　Start with People-Managers First

　Next Is Your Sales Process

　Positioning-What Do We Say about Us?

　Creating a Winning Sales Culture-Align the Infrastructure

　Execution-Level Selling Skills

　People and Process First-Then Automate

　New Metrics and Feedback for Perpetual Advantage

CHAPTER 3:Defining the Scorecard

CHAPTER 4:Talent

CHAPTER 5:Technique

CHAPTER 6:Teamwork

CHAPTER 7:Technology

CHAPTER 8:Trust

CHAPTER 9:Transformation-Making Itick

Index

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About the Author

　　Rick Page, founder of the renowned consulting firm The Complex Sale, Inc., has provided sales and methodology training to more than 100,000 sales reps worldwide. His firm has worked with over 300 of the top sales organizations in over 50 countries in all industries. Page's previous book, Hope Is Not a Strategy, is a national bestseller.

书籍介绍

Breakthrough Techniques for Making Consistent Sales Growth a Habit In Make Winning a Habit , Rick Page identifies five universal areas of sales effectiveness--Technique, Technology, Talent, Teamwork and Trust. The result is over 20 best practices from the top sales organizations in the world. Page then explains how to take these practices and turn them into winning results. Discover how to: Rate your organization and see how your sales efforts really stack up against the competition Close the gap between what you know to do and how your organization is actually performing Leverage yourself as a management team through more effective coaching and strategy sessions Integrate your sales methodology into a forecasting system to provide greater accuracy, better coaching, and fewer unpleasant surprises Identify and hire “A” players using a 10-point process Manage strategic accounts to maximize revenue and elevate relationships Correct the six most common areas of poor individual sales performance With Make Winning A Habit , you'll discover the obstacles between you and consistent sales performance--and find the tools to not only make success a habit but keep your business growing.