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Salespeople don’t leave companies; they leave managers. Engage Me will help you to ensure your team not only stays but thrives.
The practical approach is based on attitude, skills and sales management disciplines – the three parts of this book.
Attitude is the first building block to creating an engaged and winning sales culture. It is “the way we do things around here.” Part I will demonstrate that a strong sales culture is a mesh of elements and attitudes.
The fundamentals of great sales management are coaching and feedback. These basics, when done correctly and frequently, will elicit engagement. Part II will examine how you are using the skills to deliver strong results and an engaged team.
Sales Management Disciplines
Sales management disciplines add value to your salespeople and create productivity in your organization. If you have a process, the discipline is in consistently exercising it. Part III will ensure you have a structure for each sales management discipline that helps engage your team.
“Kevin Higgins is a smart man, full of exceptional insights that will help you and your firm win. Read Engage Me. Apply his ideas. And lead your field.”
— Robin Sharma, #1 Bestselling Author of The Leader Who Had No Title and Founder of robinsharma.com
“In today’s world, selling is both an art and science, and the challenges are enormous – from how to get the attention of a prospect to how to add value in transformational ways. In Engage Me, Kevin Higgins lays out really practical and insightful strategies for how your Sales Leaders can drive their teams to success.”
— Diane Hessan, President and CEO, Communispace, Author of Customer Centered Growth
“Engage Me is a must-read for sales executives and leaders. In this practical “how to” book, Higgins provides crucial insights, as well as a toolkit of techniques to get peak performance from your salespeople.”
— Gerhard Gschwandtner, Founder & CEO, Selling Power
“Full of direct and practical advice, this book shows sales managers how to become sales leaders – by becoming truly engaged.”
— Herb Greenberg, Ph.D., Founder & CEO of CALIPER©
“In my personal opinion as a career sales leader, Engage Me captures a masterful framework for building a high performance sales organization. It is clear from Kevin’s experience, examples and models that high performance does not come from one secret ingredient but from a multi-faceted combination of interdependent concepts that must be consistently and deliberately lived by leaders.
I was particularly struck by the careful balance between business growth and people growth – which cannot be dissociated. This balance requires clarity of expectations, both what and how, and the managerial courage to set up and maintain positive performance tension.
If you’re in the market to deliver results through a sales team committed to great performance, Engage Me is a must read!”
— Paul Lirette, President, GlaxoSmithKline Inc.
“The great leaders I admire most are those who can both envision on a grand scale but, if necessary, execute down to the finest detail. Kevin Higgins is one of those leaders and he shares both in this book.”
— Greig Clark, Founder of College Pro Painters
“As a sales professional and sales leader, I’ve seen firsthand the impact of these tools across sales organizations. Engage Me works. Buy it. Use it.”
— Craig Wortmann, CEO, Sales Engine Inc., Clinical Professor of Entrepreneurship, University of Chicago’s Booth School of Business, Author of What’s Your Story?
“Fusion has embedded these disciplines within my sales organization. Higgins provides the essential ingredients to help Sales Leaders turn common sense into common practice.”
— Lou Gizzarrelli, President, Neopost Canada
“Higgins shares sales management strategies that are practical with broader application beyond the sales force.”
— Bill Maurin, Acting CEO, Meridian