From the Inside Flap

The sales manager's guide to better performance

The sales manager is the most vital cog in any sales machine. High enough on the corporate ladder to see the big picture and close enough to the ground to see what's really happening, sales managers are perfectly positioned to effect real change. That's why, as a sales manager, any attempt to improve your sales force has to start with you. By improving your leadership and coaching skills, you can motivate and lead your team to more sales and bigger profits—no matter how well you're doing right now.

You Can Always Sell More presents a comprehensive system to help you improve your leadership skills, retrain your salespeople, and lead your team to a position of market dominance. You'll learn how to implement a simple, yet effective improvement planning process that benefits even your most successful salespeople, because no matter how much you're selling, you can always sell more.

Packed full of real-world solutions for improving your sales force—and based on author Jim Pancero's thirty-five years of sales experience—this uniquely practical guide walks you through a proven step-by-step system for evaluating and improving your team. You will also receive specialized tools for developing your own custom coaching and training processes specifically for your one-of-a-kind business.

You Can Always Sell More covers the six vital steps required to increase your team's excellence:Discovering how to improve your sales teamStrengthening central leadership values to increase your personal sales leadership skillsAnalyzing and prioritizing your skills with self-evaluation toolsEvaluating and improving each individual salesperson's selling skills and abilitiesDeveloping and implementing a successful sales team improvement strategyUnderstanding how to achieve a successful long-term implementation of your change process

The result of Pancero's first-hand selling, research, and training experience, You Can Always Sell More is the key to improving your sales team's skills, competitive positioning, and profitability.

From the Back Cover

PRAISE FOR YOU CAN ALWAYS SELL MORE

"I began working with Jim Pancero over a dozen years ago. He helped our capital equipment sales force set strategy to give us a competitive advantage over all other players in the market. Once our sales managers were trained, our field sales force became effective business consultants. Since then we've never looked back."
—John Stransky, President, Brunswick Bowling & Billiards Corp.

"This fast-moving book is loaded with practical, proven techniques to supercharge your salespeople to ever higher levels of sales."
—Brian Tracy, author, The Psychology of Selling

"This book is a must-read for every sales organization. Jim Pancero takes you through a step-by-step process that will allow you to evaluate, train, and improve your sales team's leadership skills. Think you've reached your sales potential? Read on!"
—John P. McConnell, Chairman and CEO, Worthington Industries

"Jim Pancero's You Can Always Sell More is a proven sales leadership system he has successfully implemented in our member companies for over sixteen years. Jim has been one of our highest member-rated trainers and presenters at our annual conventions and member seminars. His ideas have worked for our members and they can work for you too."
—John Garfinkel, Executive Director, International Sanitary Supply Association

"There is a reason Pancero works with the best. It does not matter your market, if you apply what you learn from this book you will win more profitable business. This is not just a recommended read but a recommended implementation."
—Steve Ambrose, General Sales Manager, Chaparral Steel Company