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Smart Sales Manager BookTable of Contents

PART ONE: The New Normal: Managing the Sales 2.0 Ecosystem

CHAPTER 1

  • Customer 2.0 is Mad as Hell: Understanding the New Independent Buyer
  • Meet the New Customer 2.0
  • Decoding Customer 2.0
  • The Team Meeting: Take Two
  • Management Tips

CHAPTER 2

  • Talent 2.0: Why Millennials Make a Winning Team of Disruptive Inside Sales
  • Meet Talent 2.0
  • Decoding Talent 2.0
  • The Kickoff Meeting: Take Two
  • Management Tips

CHAPTER 3

  • Tool Power 2.0: Sales 2.0 at Work
  • The Power of Tools
  • Tool Fuel Powers the Entire Sales Cycle
  • How Tools Help Make Sales
  • Tools: Take Two
  • Management Tips

CHAPTER 4

  • Prospecting 2.0: Inside Sales Superheroes in Action
  • Building an Intelligent Prospecting 2.0 Strategy
  • Outbound Call Campaigns and Blitzing
  • Lead Generation and Nurturing
  • Sales Skills Alignment
  • Managing Your Team for Prospecting 2.0
  • Prospecting Superheroes: Take Two
  • Management Tips

 

 PART TWO: The Compassionate Manager 2.0: Your Playbook for Building an Effective Hiring, Training, and Coaching Ecosystem

CHAPTER 5

  • Hiring Superheroes: The Talent Building Blocks of an Inside Sales Organization
  • Meeting the New Customer 2.0
  • Decoding Customer 2.0
  • The Team Meeting: Take Two
  • Management Tips

CHAPTER 6

  • Training the Talent: Making Training Stick and Giving it Legs
  • Why Training is Low on the Priority List
  • Building a Sustainable Infrastructure
  • Determining the Appropriate Sales Training Curriculum for Your Team
  • Choosing a Vendor Whose Primary Service Offering is Inside Sales Training
  • Selecting a Vendor That Incorporates the Sales 2.0 Ecosystem into Training
  • Why Managers Need to Attend Team Trainings
  • The Training Session: Take Two
  • Management Tips

CHAPTER 7

  • Ready, Set, Coach! Building an Integrated Coaching Program
  • Structuring an Integrated Coaching Program
  • Creating a Trust-Based Coaching Culture
  • Gathering Call Recordings
  • Calibrating Calls
  • Compassionate Coaching Three Ways: In-Cube, Group, and Remote
  • Who Gets Coaching: Stack-Ranking Your Team
  • Ready, Set… Build Your Coaching Plan
  • The Coaching Dilemma: Take Two

CHAPTER 8

  • You’re the Coach
  • Your Team in the Four Zones of Listening and Learning
  • Coaching in the Four Zones
  • Poorly Delivered Feedback Does Not Get Heard
  • Coaching the Classic Inside Sales Personalities
  • Coaching Feedback: Take Two
  • Management Tips

CHAPTER 9

  • Metrics 2.0: Call Activity Gets a Makeover
  • When Sales Metrics Go Bad
  • A Metrics Makeover for the New Normal
  • All-Hands Team Meeting: Take Two
  • Management Tips

 

 PART THREE: Motivate Fast! Smart Sales Manager 2.0

CHAPTER 10

  • Flex Your Influence! Smart Strategies for Team Meetings
  • Start Strong, Stay Strong
  • Use the WHOLE Meeting Space
  • Watch Your Body Language
  • Let Your Tone Set the Mood
  • Make It All About the Meeting Agenda
  • Create Cohesive Team Dynamics
  • Ask Compelling Questions
  • Listen from the Observation Deck
  • Set Late Penalties That Sting
  • Invite Compelling Speakers
  • Close with Energy
  • Management Tips

CHAPTER 11

  • Total Transparency: Smart Strategies for 1:1 Forecase Reviews
  • Managers Strive for Total Forecast Accuracy
  • Conduct a Pipeline Inspection Based on the TeleSmart 10 Skills
  • Are You Feeling the Siri Effect?
  • Management Tips

CHAPTER 12

  • Contests, Spiffs, and Texts: Smart Strategies for Motivational Makeovers
  • What Drives Motivation
  • What Motivates Your A-B-C Performers?
  • Designing Contests and Spliffs
  • Motivational Texting 1-2-3
  • Team Outings
  • Spreading the Word = Public Displays of Fun
  • Management Tips

CHAPTER 13

  • Touch Talks: Smart Strategies for Low Performers, Problem Personalities, and Interventions
  • Tough Talks with Low Performers
  • Interventions for Problem Personalities
  • Put Problem Salespeople on a Performance Improvement Plan
  • Who Stays and Who Goes?
  • Management Tips