The Street Savvy Sales Leader A Guide to Building Teams That Consistently Win New Business

The Street Savvy Sales Leader will help you build a team, and a business, that thrives in spite of 21st-century challenges.

As a sales leader, this is what you know now: Your pipeline needs filling and you need more conversions. You’re dealing with high turnover, your boss is demanding higher performance and your team is constantly being pressured to do more non-selling activities. You are challenged with differentiating yourself in the market, and enabling your sales teams to offer valuable and insightful conversations that resonate with your prospective customers. You are competing in a highly fragmented, highly competitive marketplace where decision makers are more knowledgeable, less risk averse and busier than ever. As a result, making your numbers is tougher and more challenging than ever. You are making investments in new technology and additional resources but not seeing the payoff. Mark Welch understands your pain points. He’s been there. He has led sales organizations out of the morass and turned them around by abiding by what he calls the “10 Leadership Imperatives.” These imperatives are the foundation of this book, and following them has proven to be a powerful tool for Mark; a tool built out of trial and error and success and failure, and one that puts the salesperson first in building a best-in-class team. The Street Savvy Sales Leader is a toolkit for you—the sales leader who has to lead change. It is Mark’s goal to support you as effectively as he can by providing an end-to-end sales solution based on his own extensive experience and that of the more than one hundred sales professionals he interviewed for this book.

As a sales leader, you know your sales pipeline needs filling. You know your customers are unhappy having to “break in” new reps. You know how quickly your customers’ buying behavior changes with increased knowledge and choices. You know that to gain new customers and keep existing ones you must continually exceed their expectations. And you know that the odds are against you: training has little correlation to ROI, and most salespeople forget 80 percent of their training within a month. The solution? Build a team, workplace culture, and sales funnel that ensure long-term adaptability and success. Gimmick-free and packed with clear and effective advice, The Street Savvy Sales Leader uses tried-and-tested techniques from 30+ years of experience, and interviews with more than 100 sales professionals, to help you focus on the people, values, and processes that will enable your business to flourish for years to come.