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The Zero-Turnover Sales Force
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Table of Contents

C o n t e n t s

IntroductIon

A Sales Force That Can Make Your Career 1

P A R T 1

REINVENTING THE SALES FORCE 7

Chapter 1

A Tantalizing What-If:

A Stable, Unchanging Sales Force 8

Chapter 2

The Real Cost of Sales Force Turnover 14

Chapter 3

Why Salespeople Leave 19

P A R T 2

ELIMINATING THE 12 ASSASSINS OF

SALES FORCE STABILITY 25

Chapter 4

Weak Recruiting

Avoiding the HR Trap 27

Chapter 5

Straight Commission

There's No Percentage in It 38

Chapter 6

Cold Calling

The Ultimate Sales Career Killer 50

Chapter 7

Unfocused Training

Training the Wrong People the Wrong Way 68

Chapter 8

Sales Meetings

The Only Two That Are Worth Having 86

Chapter 9

Fuzzy Goals and Unrealistic Expectations

Set the Bar at an Achievable Level or Pay the Consequences 103

Chapter 1 0

Inattention to Top Sellers

Never Lose Another High Achiever 119

Chapter 1 1

Hesitation and Impatience with Young Salespeople

Are You Empowering Your Young Sellers or

Using Them as Human Shields? 135

Chapter 1 2

Disorganized Ride-Alongs

Don't Waste an Opportunity to Get Out on the

Road with Your Salespeople 149

Chapter 1 3

Unrest in the Trenches

Do Your Salespeople Respect You, and If Not, Why Not? 162

Chapter 1 4

Time as an Enemy

Avoid Burning in the Fire of Time 175

Chapter 1 5

A Website That Doesn't Sell

Don't Squander Your Web of Opportunity 190

P A R T 3

NAVIGATING THE COURSE AHEAD 207

Chapter 1 6

What Zero Turnover Means on the Street 208

Chapter 1 7

What to Do When You Don't Know

What You're Doing 216

Chapter 1 8

Improving Your Game

Index 237

About the Author

Doug McLeod has spent more than 30 years in the marketing, sales, and communications industries. His experience includes all levels of the sales process from street level selling to strategic marketing and sales management to business ownership.

Reviews

..".if you are serious about your sales team, get this book right now...It'll be the best twenty-five bucks you've ever spent."-- PCB007.COM
..".trailblazing new book...presents a fresh mindset and specific strategies to help sales visionaries at every level achieve the ultimate goal: building an industry-leading sales force..."-- WorkStyle magazine
..". apply his principles, you just might find you've earned the respect of your sales team and inturn increased sales across the board." -- Niche magazie
.."no hesitation in recommending this as a...well-thumbed text on any sales manager's bookshelf, as well as a practical 'how to' volume for sales people."--ChangingMinds.org

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