About this Book: |
|
A no-nonsense "how to" guidebook that lays out a methodology for generating an 8-12% annual, incremental increase in sales performance.
The methodology is based on the methodical, relentless implementation of the Three Core Principles of Sales Process Engineering:
1) Continuous improvement of the sales process is a fundamental necessity.
2) Objective metrics – lots of them – are required to judge the quality, the amount and the pace of improvement.
3) A well-defined sales process is a pre-requisite for determining meaningful metrics.
This Sales Process Engineering or "SPE" process is continuously honed and improved by the partners of The YPS Group, Inc. It has been, can be and currently is being productively implemented by individual sales reps, sales teams, entire companies and industry groups through their professional associations.
Bottom line... SPE can ensure better-than-industry-average sales growth in the best of times AND the worst of times.
|
About the Author: |
|
Todd Youngblood is obsessed with sales productivity. His 26-year career in Management, Sales, Marketing and Consulting has focused on selling more, better, cheaper and faster. He began his career in 1976 as a sales rep with IBM and for 15 years progressed through a wide variety of field and staff assignments. He then founded and operated a Software Development and Maintenance firm, and in 1994, joined an e-commerce company, as VP of Sales and Marketing.
Todd established The YPS Group, Inc. in 1999 based on his years of experience in Sales Process Engineering – that is, combining creativity and discipline in the design, implementation and use of work processes for highly effective sales teams. Todd has worked extensively in the Distribution, Manufacturing, Insurance, Services, and Telecommunications industries.
He is married, has two daughters, enjoys cycling and is a second degree black belt in Choi Kwang Do.
|