If a manager wants to create an excellent sales department in his company, he needs to do more than just recruit employees and order them to start their duties. He will have to start with putting the department structure in order, distributing the workload in the team, and training. He will not be able to do without motivational speeches aimed at continuous development. All this can be sorted out by referring to specialized literature created by qualified specialists in the field of building an effective sales department.
Alexey Ryazantsev. "Improving the efficiency of the sales department in 50 days"
This book contains twitter data package step-by-step instructions to help you smoothly build your sales department. The author suggests assessing the existing architecture and finding out what positions or services are missing. Then all that remains is to distribute roles within the department, hire employees, think through and implement scripts and competent instructions for managers.
Matthew Dixon, Brent Adamson. "Sales Champions: What the World's Greatest Salespeople Do Differently and How They Do It"
Here are five behavioral models that characterize each employee of the sales department. Based on certain triggers, the manager will be able to identify a "Hard Worker", "Relationship Builder", "Lone Wolf", "Problem Solver" and "Champion" in his staff.
All this knowledge can be successfully applied when building the strongest team of managers. What you read will give you an idea of how to most competently distribute the workload between them and pump up any manager to the level of "Sales Champion".
Sergey Azimov. "Sales, negotiations. Practice, examples"
The book is filled with speech templates and templates that managers can use during interviews with clients. Yes, the scripts do not always work, but some of them can become the basis for further discussion of the topic.
Sergey Azimov also notes the importance of the chosen intonation structure when conducting a dialogue. He believes that a sales manager should avoid long pauses in a conversation, and also be able to not only listen to the interlocutor, but also ask the right questions in time.
Maxim Batyrev. "45 Tattoos of a Salesman. Rules for Those Who Sell and Manage Sales"
Maxim Batyrev says that success in negotiations depends on a set of rules that all sales managers will have to follow. The author calls each rule a "tattoo" and then explains their importance using his own successes and failures as an example. It is easy to read, the style is clear and simple. It is absolutely clear that the author is a person with extensive experience (both as a sales manager and as a manager), which means he knows what he is writing about.
Stephen Shiffman. "Key Account Management: Effective Collaboration, Strategic Partnerships, and Sales Growth"
Here the author gives valuable advice on how not to lose a client after closing a deal and increase the chance of repeat cooperation with a large number of consumers. The pages of the book describe how to identify a key client, and also explain how to work with him more effectively, using modern technologies.
Kenneth Rolnicki. “Distribution channel management. Handbook on sales and marketing"
The book quite clearly reveals to the reader information on planning, creation and development of the company's sales network. It can become a reference book for a sales manager. It helps the manager find effective solutions in various situations.
It will help to solve many important issues, starting with the specifics of building the next sales channel and up to developing a distribution network for launching a new product or entering additional markets.
Konstantin Bakht. "Building a Sales Department from Scratch to Maximum Results"
This book presents the specifics of doing business in a very interesting way, as if it were a real battlefield where you need to become a winner.
The front line is working with clients, the fighters at the front are the company's staff, their weapons are technology and the latest achievements in sales. The author has helped many companies increase their income, and in the audiobook he decided to share his invaluable experience. Among his clients are the largest holdings in our countr