Managing Major Sales, Practical Strategies for Improving Sales Effectiveness, Neil Rackham, Richard Ruff major sales, sales effectiveness, sales managers, sales manager, managing major, managing major sales, face-to-face involvement
 
   

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Managing Major Sales

Practical Strategies for Improving Sales Effectiveness

 Neil Rackham, Richard Ruff

 
   
 
 
 
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Practical Strategies for Improving Sales Effectiveness
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Three Styles of Successful Sales Management

"Three successful styles stood out, each showing significant differences in how a manager behaved."
Selling Harder Is Not the Answer for Major Sales

"In those sales where success depends on selling smarter, increasing call activity generally has only minimal impact."
Two Components of Sales Productivity

"The number of potential customers in an organization's customer base usually has significant implications for whether a sales force should focus on efficiency or on effectiveness."
Principles for Direct Face-to-Face Involvement of Sales Managers

"There are five fundamental principles to guide any sales manager's face-to-face involvement in a major sale."
Successful Roles for the Sales Manager

"One of the unique ways to leverage your managerial position is to use it as a means of creating access to a different level of customer in the account."
Three Ways to Analyze Sales Effectiveness

"Performer Analysis depends for its success on figuring out what makes top performers different from the average."
Overcoming the Barriers to Effective Sales Coaching

"The sad truth, in most sales functions, is that short-term competing pressures—the things that have to be done by Friday—invariably squeeze out coaching."
Strategy Coaching in Sales

"It's difficult to be an effective strategy coach unless you have a detailed grasp of what's happening in the account."
Avoiding Four Common Mistakes of Sales Skills Coaching

"Coaching should never become a confrontation between you and your salesperson about what happened—or what should have happened—during the call."
Motivational Issues For Sales Managers

"Managers are often uncomfortable about the nuts and bolts of how to motivate."
 


This Book Summary contains Concept Extracts from:

Managing Major Sales
Neil Rackham
Richard Ruff

HarperBusiness
1991
Copyright (c) 1991 by Neil Rackham.


Biography: Neil Rackham is President and founder of Huthwaite, Inc., an international research and consulting firm in Purcellville, Virginia. His organization researches, consults, and gives seminars for over 200 leading sales organizations around the world including Xerox, AT&T, and Kodak. His academic background is in research psychology. While a Research Fellow at Sheffield University, England, he developed a range of behavior analysis techniques which allow statistical measurement of complex interactive skills such as negotiating and selling. He is the author of eight books including the bestselling SPIN? Selling, as well as Making Major Sales, Major Account Sales Strategy, and over 50 articles.

Richard Ruff is a senior staff member of Huthwaite, Inc. Dr. Ruff has specialized in designing and managing sales effectiveness projects. His client work has centered on Global 500 companies, financial institutions, and international consulting firms. He has authored numerous articles related to sales effectiveness and has spent the last ten years designing and leading seminars on the management of major account sales. He completed his graduate work in Organizational Psychology at the University of Tennessee.

Key Phrases in this title:
major sales, sales effectiveness, sales managers, sales manager, managing major, managing major sales, face-to-face involvement, sales management, sales productivity, sales coaching, coaching sales, skills coaching, practical strategies, strategies improving, improving sales, practical strategies improving, strategies improving sales, improving sales effectiveness, sales marketing, Neil Rackham, Richard Ruff, Jane Kennedy, John Kitka, Howard Kleinert, George Labovitz

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Sales & Marketing
Book Extract Suites
Each Suite contains extracts from 3 to 10 books focused on a single business concept

  • Market Creation, Innovation & Growth
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    • Transitioning to Web Marketing Geoffrey Moore, Rick Levine, Christopher Locke, Doc Searls, David Weinberger, Pauline Bickerton, Matthew Bickerton, Kate Simpson-Holley, Jill Ellsworth, Matthew Ellsworth, Richard Gascoyne, Koray Ozcubukcu, Tom Duncan, Sandra Moriarty, David Bovet, Kim Bayne, Walid Mougayar, Joseph Martha
  • Integrated Marketing, Sales & Service
    • Developing a Marketing Strategy Alvin Lehnerd, Marc Meyer, Malcolm McDonald, Warren Keegan, Jack Trout, Leonard Schlesinger, David Aaker, James Antos, James Brimson, Brian Bloomfield, Dale Littler, David Knights, Philip Kotler, Rod Coombs, James Heskett, Earl Sasser, Kathy Yohalem
    • Selling Solutions, Not Products Robert L Jolles, Kenneth Preiss, Steven Goldman, Roger Nagel, Sharon Drew Morgan, Neil Rackham, John De Vincentis, Barbara Geraghty, Kim Wallace, Harry Washburn, Scott Gross, Adrian Slywotsky, Frederick Webster
    • Exceptional Customer Service Richard Whiteley, Diane Hessan, Regis McKenna, Jack Schmid, Robert Hiebeler, Thomas B Kelly, Charles Ketteman, Jacques Horovitz, Stanley Brown, Alan Webber, Douglas Gantenbein, Jeremy Hope, Tony Hope, David Packard, Gene Tyndall, Christopher Gopal, Wolfgang Partsch, John Kamauff
  • Establishing Value & Pricing
    • Financial Analysis for Successful Marketing Robert Dolan, Malcolm McDonald, Warren Keegan, Jack Trout, Sergio Zyman, Lianabel Oliver, James Antos, James Brimson, Philip Kotler, Janet Lowe, Hermann Simon, Kim Bayne, Garth Hallberg, James Sagner
    • Calculating Customer Value Don Peppers, Martha Rogers, Neil Rackham, John De Vincentis, Thomas Hargraves, Edward Wakin, Jack Schmid, Ian Gordon, Jacques Horovitz, Bob Dorf, James Cortada, Robert Duboff, Joan Koob Cannie, Stanley Brown, Frederick Reichheld, Alan Webber, Jim Spaeth, Jeremy Hope, Tony Hope
    • Pricing for Profitability Robert Dolan, Malcolm McDonald, Warren Keegan, Sharon Oster, Shiv Mathur, Alfred Kenyon, Evan Schwartz, Hermann Simon, Shahid Ansari, Jan Bell, Scott Davis, CAM-I Target Cost Core Group
  • Finding & Targeting Customers
    • Personalization Strategies Carl Shapiro, Hal Varian, Don Peppers, Martha Rogers, Jonathan Ezor, Robbin Zeff, Brad Aronson, Andrew Shapiro, Michael Fradette, Steve Michaud, Leonard Berry, Bob Dorf, Richard Gascoyne, Koray Ozcubukcu, Paul Postma, Kate Maddox, Dana Blankenhorn
    • Identifying Customer Preferences Richard Whiteley, Diane Hessan, Leonard Schlesinger, Walter Tornow, Robert Hiebeler, Thomas B Kelly, Charles Ketteman, Daniel Stowell, Jacques Horovitz, Theodore Kinni, Glenn Rifkin, Manuel London, Shahid Ansari, Jan Bell, James Heskett, Earl Sasser, CAM-I Target Cost Core Group, Sam Hill
  • Customer Relationships & Satisfaction
    • Measuring Customer Satisfaction Robert Kaplan, Leonard Schlesinger, George Day, David Aaker, Thomas Hargraves, Edward Wakin, Robert Hiebeler, Thomas B Kelly, Charles Ketteman, Mark Graham Brown, Kumar, Jacques Horovitz, James Cortada, Tom Connellan, Forler Massnick, Ron Zemke, Stanley Brown, James Heskett, Earl Sasser, David Norton
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    • Developing Marketing Plans Malcolm McDonald, Warren Keegan, Jack Nilles, David Aaker, Paul Millier, Daniel Janal, Philip Kotler, Shona Brown, Kathleen Eisenhardt, Kim Bayne, Kathy Yohalem, Peter Drucker
    • Implementing Marketing Plans Malcolm McDonald, Warren Keegan, Don Peppers, Martha Rogers, Don Schultz, Stanley Tannenbaum, Robert Lauterborn, Bob Dorf, Tom Duncan, Sandra Moriarty, Kevin Clancy, Robert Shulman, Philip Kotler, Seth Godin, Glenn Rifkin, Stan Rapp, Thomas Collins, Kim Bayne, Sam Hill
    • Brand Leadership Barry Gibbons, David Aaker, Adam Morgan, Evan Schwartz, Glenn Rifkin, Agnieszka Winkler, Chuck Martin, John Mariotti, Scott Davis, Paul Cohen, Frances Hesselbein, Sam Hill, Kathy Yohalem, Lynn Upshaw
  • Advertising, Public Relations & Promotion
    • Transitioning from Mass Marketing Don Peppers, Martha Rogers, Ian Gordon, Michael Hammer, James Champy, Bob Dorf, Joseph Pine, Paul Postma, Philip Kotler, James Gilmore, Seth Godin, Forler Massnick, Stan Rapp, Thomas Collins, Harry Webber
    • Marketing Communications: Strategy & Tactics Malcolm McDonald, Warren Keegan, Don Schultz, Jonathan Ezor, Robbin Zeff, Brad Aronson, Sergio Zyman, Stanley Tannenbaum, Robert Lauterborn, Sharon Oster, Adam Morgan, Glenn Rifkin, Stan Rapp, Thomas Collins, Scott Davis, Garth Hallberg, Sam Hill
  • Partnerships, Alliances & Co-opetition
    • Partner Relationship Management John Oleson, Jac Fitz-Enz, John Schorr, Geoffrey Moore, Leonard Berry, Martin Deise, Conrad Nowikow, Patrick King, Amy Wright, Jay Galbraith, William Bergquist, Juli Betwee, David Meuel, Susan Mohrman, Edward Lawler, Peter Cohan, Mohamed Zairi
  • Global Marketing Challenges
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    • Competing in the Global Marketplace Robert Slater, Marshall Goldsmith, Jean-Pierre Jeannet, Richard Schubert, Frances Cairncross, Virginia O'Brien, Sharon Oster, David Moschella, Gary Hamel, Sumantra Ghoshal, Christopher Bartlett, Richard Beckhard, Al Ries, Browning Rockwell, Paul Cohen, Frances Hesselbein, Prahalad
    • See additional works by: Neil Rackham, Richard Ruff, Managing Major Sales , Practical Strategies for Improving Sales Effectiveness

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