Vital Armoury for Sales Practitioners

Sales knowledge is the ARMOURY that each one of us requires to improve our understanding, application and management of sales. Both consultants and sales managers stand to benefit from the content that is shared in this book. The first half of the book addresses common themes that sales practitioners encounter in their daily drive for sales production. Despite the industry your organization operates in, there is a common thread through most of the chapters. Readers are encouraged to join the dots between the chapters in order to empower themselves with sales armory. Employees tend to perform better when they understand how all the different objectives come together for the benefit of the organization. One of the chapters titled ‘creating a single view sales scorecard from your data sources’ amplifies this. The second part of the book tackles topical issues such as the impact of digital migration on sales production as well as thought-provoking discussions on the transition from fixed to outcome-based remuneration. Sales practitioners will take away a wealth of knowledge after reading the book and allow them the opportunity to customize some of the content for the benefit of their specific organizations.