This book is not simply a theoretic journey designed to stimulate the reader to a new way of thinking about the sales process, although if it does that then that too would be worthwhile. Rather, it is a practical "how to" guide, based on hundreds of real-life interactions and in- the-field experiments, working out what works and what doesn't, what makes a difference when it comes to driving a sales team to perform and what doesn't. The information presented in this work will provide the business owner and sales manager alike with the tools, methodologies and knowledge they need to self-discover the answers to their most pressing sales questions. By the end of the book, the reader will have discovered the means to solve 90% of the salespeople and sales-related issues that will come their way, regardless of the prevailing economic climate.
