Creating the #1 Sales Force
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Creating the #1 Sales Force: What It Takes to Transform Your Sales Culture

Creating the #1 Sales Force: What It Takes to Transform Your Sales Culture


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About the Book

Based on decades of experience in the field, Jim Kasper's groundbreaking book walks readers through a systematic ten-step process for sales culture transformation and the inherent creation of a #1 sales force. Companies using his sales culture conversion process have posted higher total sales, reduced turnover, achieved greater productivity, and improved internal communication. One company that used Kasper's approach saw a return on investment of 20 times conversion cost; another reduced its sales cycle times by 46 percent! Each chapter of "Creating the #1 Sales Force" is centered around a case study from a well-known company. Readers will learn from the executives of these companies how to create the best organizational environments for sales growth. Three distinct sections make up each chapter: An evolution memo written by the sales executive of the case-study example provides practical advice on sales culture evolution; The 30,000-foot view is the big-picture executive summary outlining the key concepts for the chapter; Evolution activities provide the framework for applying the sales culture transformation. As one corporate executive said: "Many books address change management, but there are no books on how to change a sales culture that will result in creating a #1 sales force." Jim Kasper's book fills that gap so readers can effect real change and, in the process, experience higher sales, stronger ROI, and more efficient sales rep productivity.

About the Author :
Jim Kasper is president and founder of the sales development company Interactive Resource Group. He has field tested and taught short cycle selling to corporate clients from Amoco and Pentax to Rubbermaid, Chase Manhattan Mortgage, and Wells Fargo. An assistant professor of marketing at Regis University, Kasper writes the international newsletter "SalesCall "along with several private-label newsletters.


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Product Details
  • ISBN-13: 9781607145134
  • Publisher: Kaplan
  • Publisher Imprint: Kaplan
  • Language: English
  • ISBN-10: 1607145138
  • Publisher Date: 01 May 2005
  • Binding: Digital (delivered electronically)
  • Sub Title: What It Takes to Transform Your Sales Culture


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