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Kaplan Publishing, May 2005
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.
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