Book description
How can organizations provide the right sales training to the right
sales people at the right time? This book is filled with a diverse
collection of case studies from top companies and provides a practical
road map and the proven tools for organizations that want to implement a
winning sales training program. The book offers helpful techniques and
tips on how to successfully execute sales training with limited
resources and cut budgets. It provides how-to guidelines for successful
sales training in a down economy. It is written by 13 experts who have
experience selling and have managed sales people. The contributors have
combined experience of improving sales performance of over 120 years.
The book contributors are Bob Rickert, Jim Graham, Teresa Hiatt,
Michael Rockelmann, Maris Edelson, Susan Onaitis, Susanne Conrad, Rick
Wills, Ken Phillips, Trish Uhl, Gary Summy, Lanie Jordan, and Renie
McClay.
Renie McClay has managed sales training for three Fortune 500
Companies, including Kraft, Novartis, and Pactiv (makers of Hefty).
She spent 20 years in sales, account management, sales management, and
sales training roles with Kraft. She has hired and managed sales teams
and sales trainers. Her company, Inspired Learning, helps companies to
design and deliver programs and curriculum for new and veteran sales
people and sales management globally. Renie is a past president of
SMT: Center for Sales Excellence and the author of Sales Training
Solutions, 10 Steps to Successful Teams, and The Essential Guide to
Training Global Audiences.
