From the Publisher
This book provides a wealth of material to show salespeople how to continually and assuredly hit sales targets. It is based on a winning combination of practical experience and good research. For over 25 years across 40 countries plus 26 of the American states, the Resource Development Centre (RDC) has helped thousands of sales people to meet their sales target on a regular basis.
The authors, Alan McCarthy and Steve Hay, describe how to use a proven combination of several key tools and techniques such as: the RDC Sales Target Assurance Matrix; Ansoff’s grid for new business; the GOSPA model; and the RDC Planning Template. The way that the authors combine these various tools will give you the edge – and the ability to continually and consistently hit your sales target.
Alan McCarthy is an award winning career salesman, selling at different times for Rank Xerox, Exxon, Dun and Bradstreet, US Lines and ICL. He has managed sales teams and personally sold into Financial Services, Logistics, Automotive, IT and Consultancy Sectors. Alan founded RDC in 1987 and began training, developing and consulting in sales related subjects: Relationship Selling; Negotiating; Target Account Management; and Sales Team Direction. He has conducted over 530 assignments internationally. Alan has a refreshingly realistic style of delivery and his wide range of training material is firmly based on experience to encourage the development of pragmatic skills. His unique style and experiences in competitive selling strategies for high value sales propositions has resulted in his clients winning hundreds of millions of dollars of business, in highly competitive arenas. Alan excels in his chosen profession and continues to deliver successful programmes to a wide variety of clients including Microsoft, Oracle, BT and Siemens plus a large number of smaller companies in a variety of industries.
Steve Hay has been an associate of RDC since 1987. He is a commercially oriented Accountant with a proven record of success in risk management and across a variety of projects and roles in banking; governance; audit; and supply chain management. Steve has been successful in both the private and public sectors. His consultancy work in the UK and overseas has benefitted from his track record of driving value creation through continuous improvement and change management – dealing with cultural leadership, development and motivation of teams, and helping many senior managers to build successful careers.
This book takes you through a sales planning system that will drive you and your sales team to regularly hit your targets. This is an internationally tried and tested process, with many current Blue Chip sales organisations applying it daily. All of the RDC clients using these techniques agree that they are easy to implement, efficient to review and effectively point to regular sales target achievements. The following is a selection of what people have said about the RDC Sales Target Assurance Planning techniques:
"I would recommend the RDC process to anyone looking to manage sales people more effectively and improve sales revenue" – P.C. Datel.
"I have used GOSPA with a sales and delivery team, as a result closure rate increased and a better use of resources occurred" – B.B. Microsoft.
"Provides a common language for the sales organisation to communicate with and a framework within which we can operate" – M.O. Oracle.
"A step by step approach to make sure nothing is left behind" – P.J. Oracle France.