Making Millions in Direct Sales: The 8 Essential Activities Direct Sales Managers Must Do Every Day to Build a Successful Team and Earn More Money The 8 Essential Activities Direct Sales Managers Must Do Every Day to Build a Successful Team and Ea

by Malaghan, Michael

• ISBN13: 9780071451505
• ISBN10: 0071451501
• Edition: 1st
• Format: Paperback
• Copyright: 2005-03-21
• Publisher: McGraw-Hill Education

Summary

A direct sales superstar offers his tips on how to manage and grow quotabusting sales teams One of today's fastest-growing enterprise sectors, direct sales employs 10 million people. Of that number, 2 million are managers. The most respected name in the business and a living legend, Michael Malaghan has done more than $2 billion worth of direct sales business over the past decade. InMaking Millions in Direct Sales, he shares what he knows about assembling, managing, and motivating supercharged sales teams. Managers and those who aspire to become managers learn: Eight essential activities every direct sales manager must master 14 great motivators every sales manager should know How to combine sales contents and commissions in a unified motivational system

Author Biography

Michael G. Malaghan (Stuart, FL, and Honolulu, HI) has managed a sales force of 2,000 associates, including 400 managers. One of the most respected names in the industry, he speaks to thousands of direct sales managers each year through his company, Malaghan Sales Management Development.

Tomoko Malaghan (Stuart, FL, and Honolulu, HI) is the vice president of Malaghan Sales Management Development.

Table of Contents

Introduction	xi
Acknowledgments	xix
FIRST ESSENTIAL ACTIVITY
SELL
CHAPTER 1 Set the Example	3	(4)
CHAPTER 2 Champion Field Training	7	(10)
SECOND ESSENTIAL ACTIVITY
PROSPECT
CHAPTER 3 Seize All the Market All the Time	17	(6)
CHAPTER 4 Hail the Classics: Door to Door and Telephone Appointment	23	(6)
CHAPTER 5 Furnish Quality Company Leads	29	(10)
CHAPTER 6 Generate Abundant Local Leads	39	(9)
CHAPTER 7 Boost Exhibition Sales	48	(11)
THIRD ESSENTIAL ACTIVITY
HIRE
CHAPTER 8 Exploit 17 Powerful, Proven Recruiting Techniques	59	(11)
CHAPTER 9 Use the 10-Step Job-Selling Interview	70	(11)
FOURTH ESSENTIAL ACTIVITY
TRAIN
CHAPTER 10 Launch the New Recruit	81	(8)
CHAPTER 11 Keep New Sales Associates One More Week	89	(4)
CHAPTER 12 Rouse the Veterans	93	(4)
CHAPTER 13 Liven Up Your Classroom Techniques	97	(15)
CHAPTER 14 Exploit the Power of Off-Site Meetings	112	(6)
CHAPTER 15 Conduct Exciting Sales Meetings	118	(13)
FIFTH ESSENTIAL ACTIVITY
REPLICATE YOURSELF
CHAPTER 16 Start with the First Step: The GL	131	(5)
CHAPTER 17 Delegate	136	(10)
CHAPTER 18 Grow through Key-Person Training	146	(7)
SIXTH ESSENTIAL ACTIVITY
MOTIVATE
CHAPTER 19 Visualize the All-Consuming Goal	153	(4)
CHAPTER 20 Make the Most of the 14 Greatest Motivators	157	(11)
CHAPTER 21 Utilize the Goal-Setting Process	168	(8)
CHAPTER 22 Design Winning Sales Contests	176	(9)
SEVENTH ESSENTIAL ACTIVITY
MANAGE
CHAPTER 23 Improve Time Management	185	(12)
CHAPTER 24 Promote Quality Customer Service and Upgrades	197	(7)
CHAPTER 25 Develop Selling and Prospecting Tools	204	(6)
CHAPTER 26 Take Advantage of the Internet	210	(9)
EIGHTH ESSENTIAL ACTIVITY
LEAD
CHAPTER 27 Avoid the 12 Career-Wrecking Demons	219	(14)
CHAPTER 28 Broaden Leadership Characteristics	233	(12)
CHAPTER 29 Build a Charismatic Persona	245	(16)
Index	261