If you are a CEO or an executive with a sales force operating in your organisation or a sales manager charged with responsibility of sales growth, then this book is a must read.
In today’s economies many of the past traditions associated with sales forces have become redundant. A new era requires improved sales performance and new thinking in how sales forces are managed is required.
Kirkus Reviews Says:
A welcome update on building a sales force in the new economic environment. 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.
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