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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
| Price | Condition | Delivery | Seller | Action |
| $99.99 | Digital |
| WonderClub |
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Add The Zero-Turnover Sales Force: How to Maximize Revenue by Keeping Your Sales Team Intact, It's happening right now. Someone on your sales team is getting ready to quit. Someone else is foundering to the point that you're going to have to hand out a pink slip. A large part of the crew may even be ready to mutiny—and you migh, The Zero-Turnover Sales Force: How to Maximize Revenue by Keeping Your Sales Team Intact to the inventory that you are selling on WonderClubX
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Add The Zero-Turnover Sales Force: How to Maximize Revenue by Keeping Your Sales Team Intact, It's happening right now. Someone on your sales team is getting ready to quit. Someone else is foundering to the point that you're going to have to hand out a pink slip. A large part of the crew may even be ready to mutiny—and you migh, The Zero-Turnover Sales Force: How to Maximize Revenue by Keeping Your Sales Team Intact to your collection on WonderClub |