International Sales Steering by Result Framing (Springer-Verlag Berlin and Heidelberg GmbH & Co. KG)

Many companies feel that their spendings on training and coaching for their sales force are a waste of time and money. They complain about the lack of improvement and continued low performance. Sales Steering through Result Framing provides sales management with a new steering tool that is oriented toward future revenue and profits while setting new, concise and directly applicable work frames. The book explains why the outlook for current sales steering as it is practiced in many companies acting on an international scale is rather bleak. It explains reasons as to why this highly dissatisfactory, entrepreneurial situation must be urgently corrected. One of the main reasons being the low motivation to work and the lacking willingness to learn among a large number of staff members. These leadership deficits particularly in the wide-ranging middle field of a sales force with an international focus can, from the authors point of view, be compensated only with the installation of a mindset and a scope of action that is strictly aligned toward company success: sales steering aby result framing.