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Fast Track to Success: Sales

Everything You Need to Accelerate Your Career

John Mactear

Publisher: Prentice Hall, 2009 , 212 pages

ISBN: 978-0-273-72176-5

Keywords: Sales

Synopsis:

Toggle Synopsis

A key differentiator of your company and its products and services is how your salespeople behave during customer interactions. You need sharp business skills, excellent communication and the ability to develop a rapport. You need to go beyond understanding your customer's needs and wants by gathering real insights and developing tailored solutions. Fast Track to Success: Sales will teach you the key skills you need to excel in sales and accelerate your career development. It includes:

  • Sales in a nutshell — a series of FAQs to give you a concise overview of the subject
  • The top 10 tools and techniques to develop your approach to sales
  • Advice on leading your team — how to decide your leadership style and build your team
  • Simple checklists to help you identify the strengths and weaknesses of your capabilities and those of your team
  • Tips on how to progress your career, whether it's your first 10 weeks in the job or whether you're looking to get right to the top

Table of Contents:

Toggle Table of Contents

    • The Fast Track way
    • About the Author
    • A word of thanks from the author
    • Sales Fast Track
    • How to use this book
    • Fast-Track-Me.com
  1. Awareness
    1. Sales in a nutshell
    2. Sales audit
  2. Business Fasttrack
    1. Fast Track top ten
    2. Technologies
    3. Implementing change
  3. Career Fasttrack
    1. The first ten weeks
    2. Leading the team
    3. Getting to the top
  4. Director's Toolkit
    • T1 Team sales management audit
    • T2 Coaching tick sheet
    • T3 Key account planner
    • T4 Sales campaign summary sheet

Reviews:

Fast Track to Success: Sales

by Roland Buresund — last modified 2010-06-05 19:36

Rating: ******* (Good)

This is really more a book fairly good book about sales management, than pure sales.

Of course, sales processes and sales techniques are covered, but the whole approach is from a sales management perspective. I don't complain, as books like these are needed very badly.

An interesting read, even if you're not a sales manager (or ever intend to be one), as it gives a good insight in the work of the sales departments.
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