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Title: Managing Major Sales by Neil Rackam ISBN: 0-88730-508-3 Publisher: HarperBusiness Pub. Date: 05 June, 1991 Format: Hardcover Volumes: 1 List Price(USD): $28.00 |
Average Customer Rating: 4.8 (5 reviews)
Rating: 5
Summary: Selling Smarter Is Key to Managing Major Sales
Comment: Neil Rackham and Richard Ruff systematically explore sales productivity and its two components: sales efficiency and sales effectiveness. Rackham and Ruff first demonstrate with panache that selling smarter and not selling harder is key to optimizing the effectiveness of salespeople in large sales once they have established contact with their customers or prospects. Activity management to boost complex sales calls often has serious side effects that can eventually generate a negative return on the investment made for that purpose. Furthermore, Rackham and Ruff convincingly show which sales roles successful sales managers can adopt without undermining the stature and credibility of salespersons towards their customers or prospects. Rackham and Ruff then explore three types of analyses that sales managers can use to identify the skills and ability that their top performers display in their relationship with their customers or prospects. Once sales managers have clearly identified the skills and ability of these top performers, they can develop an action plan for coaching the rest of their sales force. Rackham and Ruff methodically examine strategy coaching, skills coaching, and their respective challenges. In addition, Rackham and Ruff examine the key motivating role that successful sales managers can have in boosting the sales productivity of their respective team. More specifically, Rackham and Ruff explore the effectiveness of setting targets, financial and non-financial incentives, and other motivational tools in boosting sales performance. Finally, Rackham and Ruff wrap up their analysis of managing major sales with a case study built on their research to put the concepts mentioned above into practice for the benefit of their audience. Both sales managers and salespersons can benefit from reading this in-depth account of how to best manage complex sales for their mutual benefit.
Rating: 5
Summary: Sales managers should read this book!
Comment: If you are managing a major sales team, this is the book you should buy. It tells you how to coach and motivate your people.
Rating: 4
Summary: Are you running sales for a company that sell systems?
Comment: If the answer to this question is yes, than this book will be of great use to you. Being responsible for a sales team of a company that sells systems this book finally made me realize the difference between sales and sales.
Many of the other books on the subject describe strategies how to open or how to close opportunities. In my world a customer kicks me out of the door if I would try to close him in the 1st or 2nd call.
Mr Rackham described in a very understandable language what it takes to run a sales team involved in selling systems with a high ASP and a >6 month sales cycle. After reading the book I understood why some things worked and others didn't. As a result I was able to put a strategy together on how to increase the sales and how/who to hire to extend my team.
I feel like I was given the keys to the secret kingdom of strategic sales.
Although still in implementation I feel great to have now at least an idea how to run my business where previously I was working from quarter-end to quarter-end trying to make the number.
One improvement would be for the authors to use a little more humor. I am a firm believer that a little fun helps to keep you going from page to page....
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Title: Major Account Sales Strategy by Neil Rackham ISBN: 0070511144 Publisher: McGraw-Hill Trade Pub. Date: 01 January, 1989 List Price(USD): $24.95 |
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Title: Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value by John DeVincentis ISBN: 0071342532 Publisher: McGraw-Hill Trade Pub. Date: 15 January, 1999 List Price(USD): $24.95 |
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Title: SPIN Selling by Neil Rackham ISBN: 0070511136 Publisher: McGraw-Hill Trade Pub. Date: 01 May, 1988 List Price(USD): $24.95 |
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Title: The S.P.I.N. Selling Fieldbook: Practical Tools, Methods, Exercises and Resources by Neil Rackham ISBN: 0070522359 Publisher: McGraw-Hill Trade Pub. Date: 01 June, 1996 List Price(USD): $22.95 |
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Title: The New Strategic Selling : The Unique Sales System Proven Successful by the World's Best Companies, Revised and Updated for the 21st Century by Stephen E. Heiman, Diane Sanchez ISBN: 0446673463 Publisher: Warner Books Pub. Date: 01 January, 1998 List Price(USD): $15.95 |
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