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About This Book
Are you a business owner, executive, or sales manager who is struggling with the question: Why do just 20% (or less) of my company's salespeople produce 80% (or more) of my company's sales? If you are, this book was written specifically for you! Thousands of books have been written about sales management. What is so special about this one? 1. Despite the fact that companies spend BILLIONS of dollars annually to recruit and train salespeople, the majority leave, are terminated, or turn out to be mediocre producers. Clearly there are missing pieces to the sales management puzzle. This book identifies, and provides answers for, the missing pieces. 2. The available information about sales management is FRAGMENTED. If you are willing to take the time to absorb a variety of books, audio programs and training classes, you can build a broad base of knowledge... eventually. This book provides a step-by-step road map that will teach you everything you need to know to build and manage a top-performing sales team! 3. This book is part of a SELLING SYSTEM. There is a companion book (How to Beat the 80/20 Rule in Selling) that will teach your salespeople how to perform every critical salesperson function described in this book. The two books are intended to be used together to make it as easy as possible for you to implement the changes necessary to build top-performing sales teams. 4. How to Beat the 80/20 Rule in Sales Team Performance was not written by an ivory tower academic that has never built or managed a sales team. I have been a student of selling and sales management for more than 20 years. I have personally built and managed multiple top-performing sales teams. For the past five years I have spent every working day helping companies build top-performing sales teams. This book describes the time-tested, straight-from-the-trenches tools and techniques that have worked with my own sales teams and my customers sales teams. They will work for you, too!