Developing and Leading the Sales Organization

Faced with the ever increasing difficulty of making their numbers, sales executives need new ways to improve their organizations’ results. Consultant, former university professor Green sees it this way: there are two aspects that sales executives have some control over - the way their sales force sells, and the way it is managed and motivated. Green draws on his extensive experience to explain how to motivate prospects to buy, how to motivate sales people to sell, and how to prepare and motivate the organization itself. Instead of trying to do something different, Green says get back to the basics. His book provides this essentially simple method for leading the sales organization in a way that sales executives, and their people, should be able to put to use. Green focuses on showing sales executives how to improve the sales organization by equipping it with motivation techniques and a full comprehension of the selling process. Sales results can improve dramatically when selling is viewed as motivating people to buy and when sales organizations learn to use this concept. Sales executives who learn this - and it is definitely not common knowledge, says Green - can pass these techniques to their sales managers, who can then train and motivate the sales force. It’s an approach that in practice sounds right and feels good , Green explains, and it should produce results. It should also create the desire to learn more about motivation and selling, and this in turn will have added benefits. For people in any occupation involving sales and a knowledge of sales techniques, this book should be of use as a way to understand sales strategies and how an organization can implement them.