Make Winning a Habit: Five Keys to Making More Sales and Beating Your Competition

by Page, Rick

• ISBN13: 9780071592932
• ISBN10: 0071592938
• Edition: 1st
• Format: Paperback
• Copyright: 2008-07-08
• Publisher: McGraw-Hill Education

Summary

Breakthrough Techniques for Making Consistent Sales Growth a HabitInMake 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 performanceWithMake 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.

Author Biography

Rick Page, founder of the renowned consulting firm The Complex Sale, Inc., provides sales and methodology training to more than 50,000 sales reps worldwide. His firm has worked with over 300 of the top sales organizations in over 50 countries in all industries. For more information, visit www.complexsale.com.

Table of Contents

Introduction	p. xix
Biggest Problems, Best Practices	p. 1
Managers, Tell Me Where It Hurts	p. 3
How Good Do We Need to Be? How Good Is Good?	p. 6
The Deadly Dozen: The 12 Biggest Pains Sales Managers Feel Today	p. 7
So What Are the Answers?	p. 11
The Evolution of Sales Processes: The Last Four Decades-From Fighting Alligators to Draining the Swamp	p. 12
Pathway to Perpetual Advantage	p. 15
"Without Vision, the People Perish"	p. 20
Buying Time for Change-Setting Management Expectations	p. 21
Setting Priorities	p. 23
Eight Steps to Sales Transformation	p. 29
Assessment-Where Are We Now?	p. 29
Start with People-Managers First	p. 30
Next Is Your Sales Process	p. 30
Positioning-What Do We Say about Us?	p. 31
Creating a Winning Sales Culture-Align the Infrastructure	p. 31
Execution-Level Selling Skills	p. 32
People and Process First-Then Automate	p. 33
New Metrics and Feedback for Perpetual Advantage	p. 33
Defining the Scorecard	p. 35
Introduction to Sales Effectiveness Best Practices: The Five T's of Transformation	p. 36
Talent	p. 36
Technique	p. 37
Teamwork	p. 37
Technology	p. 38
Trust	p. 38
Four Levels of Sales Strategy	p. 39
Industry/Market	p. 40
Account Management	p. 41
Opportunity Management	p. 41
Individual-Level Strategies	p. 41
Sales Effectiveness Scorecard	p. 42
Talent	p. 45
Talent	p. 47
Planning for Failure	p. 47
Hire Ahead to Get Ahead	p. 50
Get a Bench and a Pool	p. 50
Recruit the Best Recruiters	p. 51
Recruiters to Reps-Solve Two Problems at Once	p. 52
Written Profiles-Sight Picture of Success	p. 53
Good Is the Enemy of Great	p. 53
Cost of a Bad Hire	p. 55
Proactive Sourcing	p. 59
Your Sales Process Should Drive Your Talent Profile	p. 61
Hiring Assessments	p. 62
Are Great Salespeople Born or Made?	p. 65
Page's 10 P's Profile of Successful Hiring	p. 67
Personal Accountability	p. 68
Purpose	p. 71
Principles	p. 71
Plan	p. 72
Preparation	p. 72
Passion	p. 73
Performance	p. 73
Personality	p. 74
Practical Intelligence	p. 76
Perseverence	p. 78
Start Performance Management in the Interview	p. 79
Talent Scorecard	p. 80
Technique	p. 83
Technique	p. 85
R.A.D.A.R.: The Six P's of Opportunity Management-Summary	p. 86
T.E.A.M.: The Eight "Ates" of Managing Strategic Accounts	p. 88
Penetrate	p. 88
Demonstrate	p. 88
Evaluate	p. 89
Radiate	p. 90
Collaborate	p. 91
Elevate	p. 92
Dominate	p. 95
Inoculate	p. 95
Refinements and Advancements	p. 96
Coaching: The Key to Organizational Sales Discipline	p. 96
Today's Economy Affects the Way We Sell the Talent Pool	p. 97
The Lost Art of Prospecting	p. 98
Procurement Grows Stronger-Commoditization	p. 99
Value-Based Account Segmentation	p. 102
ROI Alone Is Not Enough	p. 105
Relationships Alone Are Not Enough, Either	p. 109
Defining Your Best Practices Sales Cycle	p. 112
The Sales Cycle Coaching Template-A Vision of Victory	p. 113
Forecasting Is Now Strategic	p. 115
Why Forecasting Doesn't Work Well	p. 115
Forecasting-If and When Plus How	p. 117
The Next Generation of Drill-Down Forecasting	p. 118
Technique Scorecard	p. 120
Teamwork	p. 123
Teamwork	p. 125
Team Selling	p. 127
Soccer or Silos-None of the Above	p. 128
From Loners to Leaders	p. 131
Make the Pie Bigger First-You Can't Split Zero	p. 132
Strategy Sessions-When Do You Want the Bad News? Who Do You Want It From?	p. 134
I'm a Veteran-Why Do I Need a Coach?	p. 137
Sales Managers-Too Busy to Win	p. 137
Coaching Done Badly	p. 139
Manager-Walk Your Talk. Be Prepared	p. 140
Enemies of Teamwork	p. 142
Teamwork Scorecard	p. 144
Technology	p. 147
Technology	p. 149
CRM-Relationships, Where Art Thou?	p. 149
CRM: Cost-Reduction Management	p. 153
Field Sales Forces Served Last	p. 158
Tools for the Individual Salesperson	p. 161
Network Management Tools	p. 162
Technology-Assisted Opportunity Coaching	p. 163
Lead Prequalification Checklist	p. 163
Prospect Qualification Checklist	p. 164
Competitive Assessment	p. 164
Value Linkage Chart	p. 165
Stakeholder Analysis	p. 165
Action Plan	p. 165
Coaching Questions	p. 166
A Picture is Worth a Thousand Sales	p. 166
Stop Flogging the Forecast-Start Coaching to Win	p. 167
Coaching in Eight Simple Questions	p. 168
Pipeline versus Forecast	p. 170
Forecast or "Pastcast"?-Driving in the Rearview Mirrow	p. 170
Competetive Intelligence Technologies	p. 172
Tools for Account Management	p. 175
New Research Tools	p. 177
Benchmarks for Pain Creation	p. 178
Obstacles to Effective Account Management	p. 178
Closing the Gap between Marketing and Sales	p. 181
Hey, Marketing-Salespeople Are Your Customers, Too	p. 181
Sales Knowledge Management	p. 183
Messages Focused by Stakeholder	p. 184
Product Launch or Product Lurch?	p. 185
Speed of Feedback Is Advantage	p. 187
Technology Scorecard	p. 188
Trust	p. 191
Trust	p. 193
It Starts with the Heart	p. 193
Alignment-Opening the Door to Rapport	p. 195
Consultative Selling-The Answer Is a Question	p. 199
From Rapport to Preference-There Are Two Roads	p. 202
The Differences in Differentiators	p. 203
Products to Solutions-Want My Trust? Solve My Problem-Want Big Bucks? Solve Big Problems	p. 205
References-A Treasury of Transferred Trust	p. 208
Keep 'Em Honest	p. 209
The Pronoun Shift	p. 210
Account Management-From Preference to Trust	p. 211
Equal-Rank Meetings	p. 212
Relationships	p. 214
Trust Scorecard	p. 216
Transformation	p. 219
Transformation-Making It Stick	p. 221
How Salespeople Learn: C.A.S.H. Learning Model	p. 222
Curiosity	p. 222
Awareness	p. 223
Skill	p. 224
Habit	p. 224
Making It Stick	p. 225
Formula for Failure-What Won't Work	p. 225
Management Commitment: They're Watching You to See If You Are Still Watching Them	p. 226
It Takes One to Two Years-Do You Have That Long?	p. 229
Real World and Relevant	p. 230
Tailored to Your Unique Sales Process	p. 231
Keep the Tools Simple	p. 231
Successful, Credible Instructors-No "Facilitators" Allowed	p. 232
Obstacles to Adoption	p. 233
On to the Fourth Generation: Perpetual Advantage	p. 234
New Metrics-New Accountability	p. 234
Coaching and Forecast Follow-up Metrics	p. 236
Deal-Tracking Survey	p. 237
Performance Reviews-More Than Just Deal Competence	p. 238
What about Motivation?	p. 241
Win-Loss Reviews-The Silver Bullets of Truth	p. 242
Perpetual Advantage Competetive Cycle Speed-Get Ahead and Stay Ahead	p. 244
Summary: Trail Map to Transformation	p. 246
Transformation Scorecard	p. 248
Review	p. 251
R.A.D.A.R. Six P's of Winning a Complex Sale	p. 251
Link Solutions to Pain	p. 251
Qualify the Prospect	p. 252
Build Competitive Preference	p. 252
Determine the Decision-Making Process	p. 254
Sell to Power	p. 256
Develop and Communicate the Plan	p. 257
Bibliography	p. 258
The Complex Sale, Inc.	p. 259
Index	p. 261
Table of Contents provided by Ingram. All Rights Reserved.