Sales Management Success

The most up-to-date and proven strategies from the CEO of Porter Henry & Co., written exclusively for sales managers

Sales Management Success: Optimizing Performance to Build a Powerful Sales Team contains a leading-edge training program that is filled with state-of-the-art approaches specifically designed for sales managers. Drawing on the author’s experience as the CEO of Porter Henry & Co. (the oldest sales-force training company in the world), Warren Kurzrock details the 8 most critical abilities and strategies in the sales manager's job. The Porter Henry process has proven to routinely help teams and individuals multiply their bottom-line results.

While all major companies provide basic orientations for new sales managers, these sessions are usually focused on policy, procedure, product, and marketing information. Most companies spend huge amounts of money on sales training new employees but do little for sales manager development. Written for sales executives in an appealing, upbeat tone, the book is well-grounded in research and real-world experience, as well as proven ideas and tools. The 8 strategies are supported with illustrative examples and quotes from successful sales executives. This must-have book:

• Contains the most up-to-date strategies for sales executives
• Offers compelling real-world examples
• Includes the ideas and tools that can be put into action immediately
• Draws on the experience of the CEO of Porter Henry & Co.
• Reinforces the immediate application and learning with assessments, exercises, professional toolbox

Sales Management Success: Optimizing Performance to Build a Powerful Sales Team offers a well-organized, real-world process for today's sales leader to meet the challenge of a most challenging, chaotic job.

Preface vii

Introduction ix

Chapter 1 How Eight Interacting Strategies Drive Synergistic Success 1

Chapter 2 The Dynamic Duo Sales Coaching Strategy 11

Chapter 3 A Strategy for Managing Sales Performance 37

Chapter 4 Counseling Strategy for Attitude and Performance Problems 55

Chapter 5 Optimize Time to Achieve Priorities Strategy 67

Chapter 6 A Strategy to Improve Team Selling Skills, and Yours! 79

Chapter 7 Strategies to Align and Enhance Sales Motivation 107

Chapter 8 The Strategy for Hiring Future Sales Stars Strategy 133

Chapter 9 Strategizing for the Ultimate Sales Leader 149

Chapter 10 Your Turbo-Charged Strategic Toolbox 183

Acknowledgments 207

About the Author 209

Index 211

WARREN KURZROCK is the veteran CEO of Porter Henry & Co., which is the oldest sales-force training company in the world. Kurzrock has experience in every facet of training development including: needs analyses, training, sales manager/leader performance, custom project design, strategy, and long-range planning. As CEO, Warren has transitioned Porter Henry & Co. from a "custom-design" organization into a global company with 32 proprietary workshops for salespeople and sales managers and 18 online courses on the Illumeo.com website.

Sales Management Success offers a hands-on guide for developing the strategies and skills required for becoming a stellar sales success. Author Warren Kurzrock (CEO of Porter Henry & Co.) also clarifies the overlapping sales manager/sales leader positions and explores the challenges of the two roles.

While all major organizations provide a basic orientation for new sales managers, they usually put the focus on explaining policy and procedures, product information, and marketing data. Most companies spend huge amounts of money on sales training new employees but do little for sales manager development. Sales Management Success draws on Porter Henry Company's 75 years of research, developing, and training tens of thousands of salespeople, managers, and leaders. The Porter Henry process has proven to routinely help teams and individuals multiply their bottom-line results.

Sales Management Success offers the Porter Henry training program and explores the 8 interacting strategies that drive synergetic success. It also includes a toolbox of 13 tools and instructions that further develop the 8 strategies. The book covers the essential goals, self-development, application, and the skills and abilities required to drive each strategy.

Written in an upbeat and engaging style, the book contains time-tested techniques and approaches, compelling illustrative examples, and words of wisdom from successful sales executives. Warren Kurzrock offers guidance for developing today's most challenging skills and abilities: enhancing sales motivation, increasing frequency and effectiveness of sales coaching, driving sales with leadership strategies, and facilitating ROI decision-making. The book's strategies are designed for salespeople who are determined to become sales managers and for sales managers with their sights on becoming ultimate sales leaders.

In one concise volume, Sales Management Success provides a well- organized, real-world process for today's sales managers and leaders.

Praise for SALES MANAGEMENT SUCCESS

"This is the first book in decades that offers a complete set of practical plans, templates, and checklists for hiring, training, coaching, and counseling salespeople and leading them to peak performance. The book is a gem. It is easy to read and easier to implement." —Gerhard Gschwandtner, Founder and CEO, Selling Power

"Sales Management Success provides today's sales managers with actionable strategies for immediate use. Cleverly designed, it delivers what B2B sales managers need to excel in today's fast-paced, highly-charged environment. This book will become the gold standard for the next generation of high-achieving sales managers." —Stephen J. Bistritz, EdD, Co-Author of Selling to the C-Suite

"Kurzrock's excellent book distills 75 years of sales training know-how into a clear manual on how to get more sales. It is particularly suited to sales leaders and managers but anybody who wants to increase their sales will benefit greatly from the wisdom." —Roger Bradburn, Chief Operating Officer and Director, Institute for Sales Management

"Whether you are new to sales leadership or a seasoned frontline sales manager, this is a must-have book. Don't read this and stick it on the shelf but use it as a toolbox full of resources you can use throughout your career. There is equal value for sales enablement leaders and sales trainers." —John Hoskins, Author of Level Five Selling

"Warren clearly articulates the mindset and skillset needed to be an effective sales leader. The eight strategies are a comprehensive approach to developing and retaining top sales talent, and leading and counseling sales team members. No matter your tenure as a sales leader, you will wish you had these practical tools from day one." —M. J. Coulson, Consulting Director, global leadership development company

"I view this as a great training program in book form, and a real page-turner. . . . Containing unique, proven content, reinforced with feedback and tools, the book is literally a 'sales manager success' course. It fully supports the adage 'If you train a salesperson, you improve one rep, but if you train a sales manager, you improve the entire sales team.'" —John Kogan, CEO, Illumeo, Inc.