Bøger af Sixten Schultz

Rethinking the traditional sales team to grow sales, efficiency & employee engagementMore salespeople report feeling burned out and fewer than ever able to meet their targets, as the complexity of selling grows in the new business-to-business environment. For sales leaders, continuing to pile on new requirements at the level of the individual sales rep is not a sustainable way forward and a different approach is required to grow sales, efficiency & employee engagement.From selling as an individual discipline to one being done by teams of different specialists collaborating to win. Through real life cases, research and decision tools, Teams That Sell shows business, commercial & sales leaders how to:– Design more effective sales teams to handle the more complex challenge of selling in today’s B2B environment.– Decide which type of sales team is different business contexts and types of selling.– Build and manage high performing sales teams with different types of specialist collaborating to sell.– Succeed with the transformation from groups of individuals to teams that sellFootball teams with only strikers may score the occasional goal, but teams with collaborating specialists win games and championships.Sales individuals can sell, but on a team with people that complement each other they excel. ”Teams That Sell lays out a blueprint for how commercial leaders organize around one of the main developments we saw during my time at Sales Performance International and are still seeing today. The need for greater collaboration to succeed with sales. Selling is growing in complexity and difficult things are better solved by working together than working alone”.Jürgen HeymanFormer CEO & Executive Chairman Sales Performance International (SPI)”Teams That Sell is about why more companies like ours are making selling a team effort, instead of being done by individuals working individually. It is not that our sales engineers can’t do it alone. It’s about how they can do it better as part of a team with different types of roles that complement each other, to make the whole greater than the sum of its individual parts”.Tim PaymasterCCO Ellab Validation & Monitoring Solutions”Teams That Sell explains in simple and practical terms what those of us that have worked as leaders in high complexity sales have known for years; Selling is best done by people who complement each other rather than individuals. For sales leaders in need of an organizational blueprint that fits today’s selling environment, this is the book to read”.Claus IpsenSales Director Randstad and former Director, Solution Sales at ISS A/S