Publisher's Synopsis
"Why don't more of my sales reps meet quota? How can I get them to do what I've already trained them to do?" If you've ever asked yourself these questions, STRAIGHT TO GREAT: The Sales Manager's Field Guide has your answers. Developed from experience in many sales trenches, along with scientific research on behavioral change, Jeffrie Story provides the sales manager insights and practical skills. Story's underlying premise is that we don't own people-but we are renting their behaviors. That means sales managers are responsible for determining what behaviors they want to rent, and for making sure they get those behaviors, all while maintaining a motivated and goal-driven sales force. Sales managers can be the critical link to a company's success. Yet few know the difference between coaching and managing, or when to coach, when to manage, and how to effectively use both. When hired, they're expected to take off running in the right direction with the right skills. And they are usually the last group to get trained on how to perform their jobs. STRAIGHT TO GREAT fills that void and is ROI-driven, with practical applications on where and how to make the best time investment for changing sales reps' behaviors. Story stays in the real world of the manager's job and includes a Managing Action and Change Kit (the "Big MACK") to guide managers in strategy, tactics, and behavioral change. They'll no longer need to ask, "Why don't reps sell more?" They'll know why, and they'll know what to do about it.
