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Sprout! (eBook, ePUB) - Vengel, Alan; Wright, Greg
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Sales has always been a high burnout profession. These days, with the intense focus on quarterly earnings reports, there is more pressure on sales professionals than ever before. The relentless push for immediate results can leave salespeople exhausted, frustrated, and wondering why they ever got themselves into this business. And it can leave sales organizations with a serious turnover problem. SPROUT! was written by two long-time sales veterans to help their fellow professionals rediscover enthusiasm for their chosen profession and to help sales organizations retain top talent. Vengel and…mehr

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Produktbeschreibung
Sales has always been a high burnout profession. These days, with the intense focus on quarterly earnings reports, there is more pressure on sales professionals than ever before. The relentless push for immediate results can leave salespeople exhausted, frustrated, and wondering why they ever got themselves into this business. And it can leave sales organizations with a serious turnover problem. SPROUT! was written by two long-time sales veterans to help their fellow professionals rediscover enthusiasm for their chosen profession and to help sales organizations retain top talent. Vengel and Wright use a page-turning story to outline a new strategy for sales, one that will make salespeople better able to cope with the inevitable ups and downs and take a more effective, long-term approach. As the book begins, Marsha Molloy has had it. Once a top pharmaceutical sales representative so crackerjack her nickname was Marsha Money, she's been laid low by a tough economy and just plain exhaustion. The once-hungry top producer has seemingly lost her touch and grown indifferent to a sales culture that appears to value faxes, emails, and cell phone chats instead of the relationship building that had been her forte. An avid gardener on a visit to her local nursery, Marsha runs into Bob Rawlings, the store's new owner and an ex-sales professional himself. They begin to chat, and Marsha mentions her career frustrations. Bob replies that he'd had the same problem, but found that the more he began treating his business like his garden, the better his business grew - and a happier, more relaxed salesman appeared. Marsha is intrigued but puzzled - how could sales be like gardening? Bob takes Marsha under his wing and, with the assistance of several other salespeople he's mentored, teaches her the secrets of his sales garden. By using the authors' sales garden metaphor to change their whole way of thinking about sales, and by adhering to the easy, practical steps outlined in SPROUT! salespeople can beat the career blues, increase their sales, and sustain themselves for the long term.

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Autorenporträt
Alan Vengel is a founding partner of Vengel Lash Associates, Inc. and a strategic partner with Beverly Kaye & Associates/Career Systems International. He is a consultant, speaker, and educator in the subjects of influence, negotiation, sales, and talent development. In addition to providing training and consulting services to more than three hundred of America’s largest corporations, he has been a featured speaker at American Society for Training & Development (ASTD) national conferences and the Linkage Leadership Conference. Alan has an undergraduate degree from the University of Florida and a master’s degree from the University of Arizona. His last book, The Influence Edge: How to Persuade Others to Help You Achieve Your Goals (Berrett-Koehler Publishers, 2000), was nominated for a California Book Award. Over the past twenty-seven years, Greg Wright has worked with business leaders and sales professionals from some of the best-performing companies in the world. His work on leadership and sales success has been implemented in a range of industries on six continents. Greg is an Annapolis graduate with an advanced degree from the University of Arkansas. He served during the Vietnam War before starting his training and consulting business, C.G. Wright & Associates (CGWA), in San Diego, California. CGWA continues to provide performance solutions to corporate America. A Mississippi native, Greg lives in the Florida Keys with his wife. Their garden yields bananas, mangoes, and key limes.