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Sales Management: Building a Top Sales Team

Sales Management

Building a Top Sales Team with
Brian Tracy

Learn how to attract, hire, manage, motivate and get the best sales results out of each person. 

These key skills are practiced by all managers of salespeople in successful organizations.

Lessons featured in this 120-minute video include:

  1. Recruiting Salespeople (24 minutes)
    You learn: Recruit competent people to sell to you; the basic rules for recruiting sales people; how to create the profile of the ideal sales candidate; how to design an ideal job description; several different places to find sales recruits; how to allocate your time among new and existing sales people; designing the perfect sales force; determine the activities of a new sales recruit; see the sales recruiting job as ongoing; why recruiting well can be your very best tool for managerial success.
     

  2. Interviewing and Selection (24 minutes)
    You learn: How to conduct effective recruitment interviews; selecting the best people from a pool of candidates; the law of three in interviewing; the most important qualities to look for in a candidate; the SWAN Formula for hiring correctly; seven essential interviewing skills; look for both ambition and energy in each candidate; only select people who like to work hard; how and why to check references carefully; the best ways to make the final hiring decision.
     

  3. Communicating for Results (24 minutes)
    You learn: How to be more influential and persuasive with your sales team; prepare thoroughly for every important meeting or communication; communicate effectively with different people; develop absolute clarity about the ideas and messages you want to get across; listen between the lines in conversation; using silence as a critical communication tool; the importance of thinking before speaking; importance of thinking on paper; select the right time to talk to specific people; create the right environment; say what you mean and mean what you say; question for clarification; give people time to digest new ideas; encourage participation to increase consistency.
     

  4. Motivating Salespeople (24 minutes)
    You learn: Why the average person performs at only 50% of his or her capacity; how to be a cheerleader for your sales people; apply the interactive model of sales effectiveness; solve the major problems faced by sales people today; practice the most powerful motivational techniques; create the conditions for maximum motivation among your sales people; carry out the four essential jobs of the sales manager; constantly look for ways to improve the interactions between you and your sales people; building self-esteem in your sales team; how to utilize the four factors that determine the level of motivation; learn to inspire and motivate your people to top performance.
     

  5. The Winning Team (24 minutes)
    You learn: Why all work is done by teams; how assembling a winning team determines your results and rewards; why team building is a special skill you can learn; identify the key qualities of a winning team; satisfy the basic needs of each team member; use the H.P. model of team effectiveness; motivate a team and build a team culture; the parallels between championship athletic teams and top sales teams; developing an intense people-development focus; satisfying the two basic needs that each person has; creating shared plans of action with your team; setting both team goals and individual goals; encourage team activities as well as individual activities; why you should involve team members in strategy sessions; how to tell stories of team successes.

Format

120-minute streaming video;  a complete note outline plus exercises for immediate practical application for each lesson.

Presenter

Brian Tracy has consulted for more than 1,000 companies and addressed more than 5,000,000 people in 5,000 talks and seminars throughout the US, Canada and 55 other countries worldwide. As a Keynote speaker and seminar leader, he addresses more than 250,000 people each year. He has studied, researched, written and spoken for 30 years in the fields of economics, history, business, philosophy and psychology. He is the top selling author of more than 50 books that have been translated into 36 languages. He has written and produced more than 400 audio and video learning programs, including the worldwide, best-selling Psychology of Achievement, which has been translated into 27 languages. Brian's goal is to help you achieve your personal and business goals faster and easier than you ever imagined

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