Description
Book SynopsisShows how to revitalize a moribund sales office, build a winning team and create a permanent culture of success. The author sets out the techniques he used to turn round sales at Xerox, and explains how to apply them in any business.
Trade ReviewKenneth Blanchard Author of
The One Minute Manager A must-read for everyone who realizes that people are the most important resource in every organization.
Daniel Burrus author of
Technotrends Not just for managers who want to release their employees' true potential, it is also for workers, or anyone who has a boss.
Brian Tracy author of
Maximum Achievement A powerful, practical guide that should be a handbook for every sales manager in America.
Ross Perot Covers the fundamentals of leading and motivating winning teams.
Publishers Weekly Superb observations about leadership, teamwork, success, and customers, along with shining comments on time management, goals, evaluating problems, and cultivating sales personnel.
Table of ContentsContentsIntroduction The first Rule of War and Business
1 Making a Statement: The Last Shall Be First
2 Start Here: The Will to Win
3 Leadership: Passion and Premeditation
4 Breakthrough: High Fives in Six Months
5 Team Building: All In, All-out
6 Communications: Listen Up
7 Top Ten Tips: And Ten More
8 Power Surge: Creating Energy and Electricity
9 The Customer: "No" Is a Four-Letter Word
10 The Bonus and the Bell curve: Surveying Customer and Employee Satisfaction
11 The Night Before Christmas: Even Santa Has to Ask for the Sale
12 Fine-tuning: Hiring, Firing, and Finessing
13 Cold Comfort and a Hot Product: No Surrender, No Retreat
14 Bell Ringers: Self-Conceit and Self-Destruction (Almost)
15 Tough Love: A Letter Home
