The multigenerational sales team : harness the power of new perspectives to sell more, retain top talent, and design a high performing workplace /

Addressing the challenges that many organizations are facing right now, this book focuses on the increasing need for sales organizations to more effectively leverage talent from generational groups who think, sell, and buy in vastly different ways. --

Detalles Bibliográficos
Clasificación:Libro Electrónico
Autores principales: Shiver, Warren (Autor), Szen, David (Autor)
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Wayne, NJ : Career Press, [2017]
Temas:
Sales management.
Organizational change.
Organizational Innovation
Ventes > Gestion.
Changement organisationnel.
Organizational change
Sales management
Acceso en línea:Texto completo (Requiere registro previo con correo institucional)
Tabla de Contenidos:
  • Introduction
  • The generational imperative
  • Generational definitions and dispelling common myths
  • Changing customer interactions
  • How sales organizations must adapt
  • Recruiting and onboarding multigenerational sales talent
  • Generational considerations for sales skill development
  • Sales coaching and performance management
  • A message to sellers
  • A message to sales leaders
  • Afterword
  • Notes
  • Index
  • About the authors.

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