Sales Training Consultants

IT Industry Specialists

• Consultancy
  • Training needs analysis
  • Sales force assessment
  • Competency based training
  • Training design
• Sales training
  • The need for training
    • For company executives
    • For customers
    • For sales people
    • For sales managers
  • Types of training
    • Core sales skills
    • Business acumen
    • Individual Effectiveness
    • Sales induction
  • Delivery options
    • elearning
    • Face to face
    • Seminars
    • Power hours
    • DVD/CD
    • On the job
  • Measuring success
    • Level 1 - reaction
    • Level 2 - learning
    • Level 3 - behaviour
    • Level 4 - results
  • Common mistakes
    • No clear objectives
    • Its not sales training
    • What changes
    • No executive sponsorship
    • An isolated course
    • No sales engagement
  • The way forward
    • Tailoring for your needs
    • elearning for the basics
    • Face to face for momentum
    • Power training to re-enforce
• Management training
  • Leadership
  • Driving the team
  • Coaching for results
  • General management
• Case studies
  • Moving from product to services sales
  • Virtual team leadership
  • Selling managed services
  • Developing sales people new to IT
  • Delivering key executive messages
  • Changing management behaviour
• Resources
  • Friends pages
  • Training quotes
  • Training feedback
  • Sales training books
    • Sales books
    • Leadership books
    • Management books
    • Self Help books
  • Sitemap
• Contact

LEADERSHIP BOOKS

Vision and Leadership

• Leading Change, John P. Kotter
• Vision at Work: Decision-Making Strategy for the Creative Leader, John F. Mitchell, McGraw Hill Book Co. Ltd., 1995, ISBN: 0077090853.
• Embrace Change, Scott T. Wallace, Ph.D.
• Managing the Impact of Change, Scott T. Wallace, Ph.D.
• Connection People: Discovering Peace and Power Through Cultural Flexibility, Thomas S. Watson, Jr., Nuff Pubns. 1995, ISBN: 1886377006.
• Development and Flexibility, T. Whatson (Editor), V. Stirling (Editor), Springer Verlag, 1998, ISBN: 354063794X.
• Real Options: Managerial Flexibility and Strategy in Resource Allocation, Mit Pr., 1996, ISBN: 026220102X.
• Strategic Flexibility: Managing in a Turbulent Environment, Gary Hamel, Don O'Neal (Editor), International Strategic Management Society, Howard Thomas, John Wiley and Son, Ltd., 1999, ISBN: 0471984736.
• The Paradox Principles: How High-Performance Companies Manage Chaos, Complexity and Contradiction to Achieve Superior Results, Price Waterhouse Change Integration Team (Firm), Irwin Professionals Pub., 1995, ISBN: 0786304995.
• Working Knowledge: How Organizations Manage What They Know, Thomas H. Davenport, Lawrence Prusak, Harvard Business School Press, 1997, ISBN: 0875846556.
• Managing Smart: 325 High-Performance Tips Every Manager Must Know, Lynne Milgram (Preface), Alan Spector, Matt Treger (Preface), Gulf Pub. Co., 1999, ISBN: 0884157520.
• Learning to Lead: A Workbook on Becoming a Leader, Joan Goldsmith (Contributor), Warren G. Bennis, Perseus Pr., 1997, ISBN: 0201311402.
• The Art of Mentoring: Lead, Follow and Get Out of the Way, Shirley Peddy, Learning Connections, 1999, ISBN: 0965137635.
• Beyond Ambition: How Driven Managers Can Lead Better and Live Better (Jossey-Bass Management Series), Robert E. Kaplan and Wilfred Draft (Contributor), Jossey-Bass Publishers, 1991, ISBN: 1555423159.
• Leadership and organizational climate, Robert Stringer
• The 9 Natural Laws of Leadership, Warren Blank, Warren Blank, AMACOM, 1995, ISBN: 0814403093.

Delivering Results

• Built to last, Jim Collins and Jerry Porras
• 1001 Ways to Take Initiative at Work @amazon.com
• What's Holding You Back?: 30 Days to Having the Courage and Confidence to Do What You Want, Meet Whom You Want, and Go Where You Want @amazon.com
• Assertive-Responsive Management: A Personal Handbook @amazon.com
• Be Your Own Sales Manager: Strategies and Tactics for Managing Your Accounts, Your Territory and Yourself @amazon.com
• Bubba on Business: Common Sense from Working People About Respect, Accountability and Results, Dennis W. Melton, David C. Dunn, Select Pr., 1998, ISBN: 189077703X.
• Brain Power: Learn to Improve Your Thinking Skills, Karl Albrecht. Prentice Hall, 1987.
• Seven Habits of Highly Effective People, Stephen R. Covey. New York: Simon and Shuster, 1990