The Resource The zero-turnover sales force : how to maximize revenue by keeping your sales team intact, Doug McLeod
The zero-turnover sales force : how to maximize revenue by keeping your sales team intact, Doug McLeod
Resource Information
The item The zero-turnover sales force : how to maximize revenue by keeping your sales team intact, Doug McLeod represents a specific, individual, material embodiment of a distinct intellectual or artistic creation found in Missouri University of Science & Technology Library.This item is available to borrow from 1 library branch.
Resource Information
The item The zero-turnover sales force : how to maximize revenue by keeping your sales team intact, Doug McLeod represents a specific, individual, material embodiment of a distinct intellectual or artistic creation found in Missouri University of Science & Technology Library.
This item is available to borrow from 1 library branch.
- Summary
- There's no question about it ... Sales force turnover can be disastrous to the financial health of an organization, whatever its size, whatever its products or services. With a salesperson's exit often costing at least 150% of that employee's annual compensation, a high rate of turnover can translate into millions of dollars lost each year. The Zero-Turnover Sales Force exposes the outdated Old School management practices that perpetuate this costly but avoidable problem. This eye-opening book examines the real reasons for high turnover, explains how it can be avoided, and gives readers specific strategies for maximizing the effectiveness of their sales force. The book demonstrates how to combat "the 12 Assassins of Sales Force Stability," such as cold calling, straight commission sales compensation, weak recruiting, unfocused training, fuzzy goals, and unrealistic expectations. Sparkling with fresh thinking on hiring smarter, appreciating the values of younger salespeople, retaining top sellers, eliminating wasteful cold calling, and conducting sales meetings that work, The Zero-Turnover Sales Force is a powerful must-read for any corporate executive, sales manager, or salesperson who aspires to management
- Language
- eng
- Extent
- 1 online resource (xiii, 242 pages)
- Contents
-
- INTRODUCTION: A Sales Force That Can Make Your Career; PART 1 REINVENTING THE SALES FORCE; PART 2 ELIMINATING THE 12 ASSASSINS OF SALES FORCE STABILITY; PART 3 NAVIGATING THE COURSE AHEAD; INDEX
- Isbn
- 9780814415610
- Label
- The zero-turnover sales force : how to maximize revenue by keeping your sales team intact
- Title
- The zero-turnover sales force
- Title remainder
- how to maximize revenue by keeping your sales team intact
- Statement of responsibility
- Doug McLeod
- Language
- eng
- Summary
- There's no question about it ... Sales force turnover can be disastrous to the financial health of an organization, whatever its size, whatever its products or services. With a salesperson's exit often costing at least 150% of that employee's annual compensation, a high rate of turnover can translate into millions of dollars lost each year. The Zero-Turnover Sales Force exposes the outdated Old School management practices that perpetuate this costly but avoidable problem. This eye-opening book examines the real reasons for high turnover, explains how it can be avoided, and gives readers specific strategies for maximizing the effectiveness of their sales force. The book demonstrates how to combat "the 12 Assassins of Sales Force Stability," such as cold calling, straight commission sales compensation, weak recruiting, unfocused training, fuzzy goals, and unrealistic expectations. Sparkling with fresh thinking on hiring smarter, appreciating the values of younger salespeople, retaining top sellers, eliminating wasteful cold calling, and conducting sales meetings that work, The Zero-Turnover Sales Force is a powerful must-read for any corporate executive, sales manager, or salesperson who aspires to management
- Cataloging source
- CNCGM
- http://library.link/vocab/creatorName
- McLeod, Doug
- Dewey number
- 658.8/102
- Illustrations
- illustrations
- Index
- index present
- Language note
- English
- LC call number
- HF5439.5
- LC item number
- .M36 2010eb
- Literary form
- non fiction
- Nature of contents
-
- dictionaries
- bibliography
- http://library.link/vocab/subjectName
-
- Sales force management
- BUSINESS & ECONOMICS
- Sales force management
- Label
- The zero-turnover sales force : how to maximize revenue by keeping your sales team intact, Doug McLeod
- Bibliography note
- Includes bibliographical references and index
- Carrier category
- online resource
- Carrier category code
-
- cr
- Carrier MARC source
- rdacarrier
- Color
- other
- Content category
- text
- Content type code
-
- txt
- Content type MARC source
- rdacontent
- Contents
- INTRODUCTION: A Sales Force That Can Make Your Career; PART 1 REINVENTING THE SALES FORCE; PART 2 ELIMINATING THE 12 ASSASSINS OF SALES FORCE STABILITY; PART 3 NAVIGATING THE COURSE AHEAD; INDEX
- Control code
- 650212693
- Dimensions
- unknown
- Extent
- 1 online resource (xiii, 242 pages)
- Form of item
- online
- Isbn
- 9780814415610
- Lccn
- 2009041274
- Media category
- computer
- Media MARC source
- rdamedia
- Media type code
-
- c
- Other control number
- 9786612492570
- Other physical details
- illustrations
- http://library.link/vocab/ext/overdrive/overdriveId
-
- 249257
- 19671e38-da97-4ba9-9edb-b7a5774e6498
- Specific material designation
- remote
- System control number
- (OCoLC)650212693
- Label
- The zero-turnover sales force : how to maximize revenue by keeping your sales team intact, Doug McLeod
- Bibliography note
- Includes bibliographical references and index
- Carrier category
- online resource
- Carrier category code
-
- cr
- Carrier MARC source
- rdacarrier
- Color
- other
- Content category
- text
- Content type code
-
- txt
- Content type MARC source
- rdacontent
- Contents
- INTRODUCTION: A Sales Force That Can Make Your Career; PART 1 REINVENTING THE SALES FORCE; PART 2 ELIMINATING THE 12 ASSASSINS OF SALES FORCE STABILITY; PART 3 NAVIGATING THE COURSE AHEAD; INDEX
- Control code
- 650212693
- Dimensions
- unknown
- Extent
- 1 online resource (xiii, 242 pages)
- Form of item
- online
- Isbn
- 9780814415610
- Lccn
- 2009041274
- Media category
- computer
- Media MARC source
- rdamedia
- Media type code
-
- c
- Other control number
- 9786612492570
- Other physical details
- illustrations
- http://library.link/vocab/ext/overdrive/overdriveId
-
- 249257
- 19671e38-da97-4ba9-9edb-b7a5774e6498
- Specific material designation
- remote
- System control number
- (OCoLC)650212693
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<div class="citation" vocab="http://schema.org/"><i class="fa fa-external-link-square fa-fw"></i> Data from <span resource="http://link.library.mst.edu/portal/The-zero-turnover-sales-force--how-to-maximize/HAbAM9nfV5A/" typeof="Book http://bibfra.me/vocab/lite/Item"><span property="name http://bibfra.me/vocab/lite/label"><a href="http://link.library.mst.edu/portal/The-zero-turnover-sales-force--how-to-maximize/HAbAM9nfV5A/">The zero-turnover sales force : how to maximize revenue by keeping your sales team intact, Doug McLeod</a></span> - <span property="potentialAction" typeOf="OrganizeAction"><span property="agent" typeof="LibrarySystem http://library.link/vocab/LibrarySystem" resource="http://link.library.mst.edu/"><span property="name http://bibfra.me/vocab/lite/label"><a property="url" href="http://link.library.mst.edu/">Missouri University of Science & Technology Library</a></span></span></span></span></div>
