Creating the #1 Sales Force

Creating the #1 Sales Force

What It Takes to Transform your Sales Culture

Book - 2005
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Kaplan
The results are impressive: most companies using the author’s sales culture conversion process have experienced 12 to 15 percent sales growth in the very first year, and continued growth thereafter!CEOs, sales VPs, and business owners are nervously facing business conditions that are rocking the foundations of their traditional sales models. This is the story of how firms such as Honeywell, Cleveland Golf, Bridgestone Tire and Sports, Nautilus Group, StorageTek, and others have successfully created the #1 sales force in their respective industries by transforming their sales cultures. Based on decades of experience in the field, Jim Kasper’s groundbreaking book walks readers through a systematic ten-step process for sales culture transformation and the inherent creation of a #1 sales force. Companies using his sales culture conversion process have posted higher total sales, reduced turnover, achieved greater productivity, and improved internal communication. One company that used Kasper’s approach saw a return on investment of 20 times conversion cost; another reduced its sales cycle times by 46 percent!Each chapter of Creating the #1 Sales Force is centered around a case study from a well-known company. Readers will learn from the executives of these companies how to create the best organizational environments for sales growth. Three distinct sections make up each chapter: •An evolution memo written by the sales executive of the case-study example provides practical advice on sales culture evolution. •The 30,000-foot view is the big-picture executive summary outlining the key concepts for the chapter. •Evolution activities provide the framework for applying the sales culture transformation. As one corporate executive said: "Many books address change management, but there are no books on how to change a sales culture that will result in creating a #1 sales force." Jim Kasper’s book fills that gap so readers can effect real change and, in the process, experience higher sales, stronger ROI, and more efficient sales rep productivity.


Simon and Schuster
The results are impressive: most companies using the author’s sales culture conversion process have experienced 12 to 15 percent sales growth in the very first year, and continued growth thereafter!

CEOs, sales VPs, and business owners are nervously facing business conditions that are rocking the foundations of their traditional sales models. This is the story of how firms such as Honeywell, Cleveland Golf, Bridgestone Tire and Sports, Nautilus Group, StorageTek, and others have successfully created the #1 sales force in their respective industries by transforming their sales cultures. Based on decades of experience in the field, Jim Kasper’s groundbreaking book walks readers through a systematic ten-step process for sales culture transformation and the inherent creation of a #1 sales force. Companies using his sales culture conversion process have posted higher total sales, reduced turnover, achieved greater productivity, and improved internal communication. One company that used Kasper’s approach saw a return on investment of 20 times conversion cost; another reduced its sales cycle times by 46 percent!

Each chapter of Creating the #1 Sales Force is centered around a case study from a well-known company. Readers will learn from the executives of these companies how to create the best organizational environments for sales growth. Three distinct sections make up each chapter: •An evolution memo written by the sales executive of the case-study example provides practical advice on sales culture evolution. •The 30,000-foot view is the big-picture executive summary outlining the key concepts for the chapter. •Evolution activities provide the framework for applying the sales culture transformation.

As one corporate executive said: "Many books address change management, but there are no books on how to change a sales culture that will result in creating a #1 sales force." Jim Kasper’s book fills that gap so readers can effect real change and, in the process, experience higher sales, stronger ROI, and more efficient sales rep productivity.

Publisher: Chicago : Dearborn Trade Pub., [2005]
Copyright Date: ©2005
ISBN: 9781419502743
1419502743
Branch Call Number: 658.8102 KASPE
Characteristics: xvii, 275 pages : illustrations ; 24 cm
Notes: Includes index

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