If you are an owner, a director or you manage a sales team, this book will help you learn more about how to manage the sales operation of your business. It will make it easier to get first-class out of your sales people which will increase your company’s sales and profitability!
It is essential that the key players in a business understand how to get the best out of its sales operation and its sales people to ensure that it maximises every sales opportunity.
Sales Strategy for Business Growth will help you to achieve these goals through increasing your sales performance. This book uses practical examples to underpin how to develop the best possible sales strategy and includes ideas from eminent experts to show how this can be achieved. It will help directors and key executives to develop a successful sales strategy and covers those topics that need to be addressed so that plans to achieve sales growth can be implemented.
This book has been written especially for:
The key benefit of reading this book will be better sales performance achieved through improved decision-making. Its unique selling point is that every chapter is supported by evidence from eminent business people.
Glossary of sales terms
Chapter 1: Responding to changes in the market
Chapter 2: Creating a sales and marketing strategy
Chapter 3: Implementing your strategy (with a sales operations plan)
Chapter 4: Getting the best out of a sales CRM system
Chapter 5: How to improve your decision-making
Chapter 6: A strategy to manage different types of people
Chapter 7: Teamwork and communication
Chapter 8: Working more productively
Julian Clay is a Management Consultant specialising in selling techniques. After a successful career with Kodak, he developed his own consultancy. His expertise lies in understanding the core business challenges faced by companies, as well as having the ability to assess and build on a sales team’s skills. He has written a sales forecasting software programme to help companies manage and win more business opportunities. Julian is also the co-author of The Sales Manager’s Desktop Guide and author of Successful Selling Solutions (both published by Thorogood).
Martin Clay has an MBA and
has worked in a sales environment for over 20 years. This has included
key roles at world-class organizations such as Xerox and Panasonic. He
was also part of the sales team at Capital Software when it was
recognised by The Independent on Sunday awards. This award confirmed
Capital Software as one of the United Kingdom’s 50 Fastest Growing
Companies. In addition to a successful sales career, Martin writes and
delivers business ‘start-up’ training courses. He also teaches Business
Studies and Economics and lectures with the Open University Business