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Building the Most Effective Sales Force in the World

Building the Most Effective Sales Force in the World


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About the Book

A welcome update on building a sales force in the new economic environment. The financial meltdown of 2008 claimed many victims, but an area that surely felt intense pressure was the corporate sales force. Every company's sales force had to adjust to a new market reality. The author of this timely book, an international business consultant who highlights some of her firm's research into sales organizations, writes that a "new customer profile" started to take shape after the financial crisis. Customers "were less trusting and found heavy selling tactics repulsive...they wanted price and if that was right, then they would look at other key factors." Crane says, "Effective salespeople now are those that are able to confront and challenge their customers' thinking and influence them in such a way that changes their minds." This new requirement, the author says, demands a new kind of salesperson: "It is about a sales force that is enabled with a broader degree of knowledge and skill that can take a strong case to customers and influence them to change their minds about how they do business." Crane offers important advice to companies, including how to refocus, why a new kind of sales manager is necessary, the importance of systems, keys to developing the right relationship between sales and marketing, and, perhaps most importantly, ways to transform not just the sales force but the manner in which the company does business. Rather than serve up a sugarcoated, lightweight primer, Crane delves deeply into the messy, complex world of corporate selling. She strongly lobbies for "embracing transformation from within," even though she makes clear that there are no easy answers. Of course, making a case for taking action is one thing; executing a plan of action is quite another, so it's helpful that Crane includes three pertinent case studies at the end of the book to show in detail how business' transformations can impact sales in today's market. "Don't be yesterday's company in tomorrow's world," she urges. While some business executives may find the author's assessment sobering if not downright depressing, this book provides the wake-up call many may need to stoke up their sales forces. Kirkus Reviews
About the Author: Adele Crane is a leading and highly respected international business consultant with over 25 years' experience working in Australia, New Zealand, Asia, North America, the United Kingdom and South Africa. Her expertise in leading change and growth is widely relied upon and she is considered a thought leader. Adele's consultancy work, through cultural change, sales transformations and development of high-performance teams, has produced results for hundreds of organisations in many different industries. She is arguably one of the most experienced experts in this field in the world today. Adele's success has received recognition in major media forums across the world, and in her keynote speaking she has shared the stage with some of the most recognised and successful CEOs and business thought leaders. She has conducted more than two hundred in-depth business reviews and developed plans that have assisted companies to achieve tens of millions of dollars of top-line revenue and above- industry-standard profits. Her sales leadership capability has been demonstrated many times over. She has personally delivered profitable revenue improvement across many industries in 90 to 120 days, with sustainable growth achievements in excess of 40 percent in each company serviced, and has delivered more successful turnarounds in the past decade than any other known consultant. Adele is renowned for her extraordinary diagnostics of businesses and her ability to provide candid and in-depth knowledge that assists companies in realising their revenue improvement. Senior executives seek Adele's analytical capabilities when they are looking to transform their sales organisations by establishing the right priorities for their projects with her keen eye on both top-line and bottom-line profitability. Adele's depth of knowledge and expertise in sales and marketing organisations make her one of the foremost authorities in this field.


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Product Details
  • ISBN-13: 9781449960353
  • Publisher: Createspace Independent Publishing Platform
  • Publisher Imprint: Createspace Independent Publishing Platform
  • Height: 229 mm
  • No of Pages: 226
  • Series Title: English
  • Sub Title: The era post the global financial crisis
  • Width: 152 mm
  • ISBN-10: 1449960359
  • Publisher Date: 28 Mar 2010
  • Binding: Paperback
  • Language: English
  • Returnable: N
  • Spine Width: 12 mm
  • Weight: 358 gr


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