| Document Type
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BL
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| Record Number
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1008220
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| Doc. No
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b762590
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| Main Entry
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Schiffman, Stephan.
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| Title & Author
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Beat sales burnout : : maximize sales, minimize stress /\ Stephan Schiffman.
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| Publication Statement
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Avon, Mass. :: Adams Media,, ©2005.
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| Page. NO
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1 online resource (xi, 211 pages)
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| ISBN
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1440500835
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: 9781440500831
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1593371551
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| Notes
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Includes index.
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| Bibliographies/Indexes
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Includes bibliographical references and index.
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| Contents
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Cover Page; Title Page; Copyright; Acknowledgments; Contents; Introduction; Strategies; Test Yourself; Learn the Difference Between Creative Stress and Burnout-Inducing Stress; Recognize When You're Feeling Stressed; Monitor Your Diet; Make Your Move!; Breathe Right; Get Some Perspective; Give Yourself a Reward; Set Your Own Limits; Have the Sense of a Goose; Don't Be an Eleanor; Group Like Activities Together; Take Back the Morning; Develop a Success Ritual; Make Your Commute Work for You, Not Against You; Take a Good, Long Look at Your Surroundings; Go with the Flow
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Ask Your Manager for HelpFind Another Point of Entry; Escape the "Rejection Trap"; Understand Your Own Numbers; Abolish the Sales Slump; Learn the Ten Commandments for Making Sales Slumps a Thing of the Past; Take Twenty-One Days at a Time; Beating the Habits That Make Long-Term Burnout Possible; Selling Yourself a Bill of Goods; Setting Uninspiring Goals; Not Tracking Your Own Time; Not Knowing What Kind of Day You Just Had; Failing to Engage the Other Person Effectively During the First Meeting; Buying into the "Vanity" Sales Culture
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Doing All the Work Without Getting Any Commitment from the Other SideForgetting about Prospects Once They Turn into Customers; Not Positioning Yourself as a Resource; Not Getting Feedback from Your Customers; Making Sales Projections That Have Nothing to Do with Reality; Not Making Peace with Your Organization's Tech People; Keeping Your Supervisor Out of the Loop; Not Instilling a Sense of Urgency; Insights; Professionalism Prevents Burnout; Urgency Is Different from Anxiety; Everyone Has a Corporate Career Turning Point; There Are Five Stages to the Sales Career; It Pays to Move Forward
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Remove as Much Stress as Possible When It Comes to Making Prospecting CallsUnderstand the "Investment" You're Dealing With; Learn the Criteria of the Prospect Management System; Use the Project Management System to Develop Forecasts Based on Reality, Not Guesswork; Make "Faking It" a Thing of the Past; Conduct a Call Blitz; Ask Questions to Get to the Underlying Reality of the Sale; Thoughts on Burnout Prevention for Telesales Professionals; Online Resources: Stress and Burnout; About the Author
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Salespeople Who Don't Burn Out Have Certain Personality TraitsYou Can't Do Everything; You Create Your Own Truth; For Managers; Determine What Your Ideal Performer Looks Like -- and Try to Hire Against That Model; Recruit with the Live Breathe-Enjoy Formula!; Strategize for the Marathon; Set Regular One-on-One Coaching Meetings; Choose the Mentor!; Establish an Eight-Week Coaching Plan for the Team as a Whole; Understand the Transition Curve; Build Training and Retention Programs Around Your Top Performers; Choose the Right Compensation Structure for the Salesperson
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| Abstract
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A Simon & Schuster eBook. Simon & Schuster has a great book for every reader.
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| Subject
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Burn out (Psychology)-- Prevention.
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| Subject
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Job stress.
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Selling-- Vocational guidance.
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Burn out (Psychology)-- Prevention.
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Job stress.
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PSYCHOLOGY-- Industrial Organizational Psychology.
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| Subject
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Selling-- Vocational guidance.
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| Dewey Classification
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158.7/23
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| LC Classification
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HF5438.25.S3338 2005eb
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