January 7th 2011

Turbulent Times Leadership for Sales Managers. How the very best boost sales. Tom Connellan.

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Turbulent Times Leadership for Sales Managers. How the very best boost sales. Tom Connellan. 2010. ISBN 9780976950639.  I have several books for sales managers.  This one will now be on the top of my list. The author brings you the real stuff that works. Along the lines of the one minute manager, but a lot more, Connellan gives you actionable steps and ways to see how it works.  I really liked his analysis of the six customer responses:

  1. No
  2. I”ll listen to what you have to say
  3. I’ll consider your product next time.
  4. I’ll recommend your product to purchasing and others.
  5. I’ll specify your product next time I initiate an order
  6. I”ll buy it.

This is 1 No and five variations of Yes that you can use to measure movement in your territory when you have lengthy sales cycles in your prospects.  (I have had sales managers who saw this as 5 nos and one yes.)  What a wonderful way to have the sales rep focus on what the customer is saying and doing.  He recommends you analyze your targets into a customer behavior  spreadsheet  showing how they are distributed in the five types of yes. Simple, elegant and effective. The book is loaded with useful things like this.  I say this is a must buy for managers and top producing sales guys.  Oh this also works when you have any kind of coaching to do.

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