Chapter 1 Invest in Your Salespeople Now (Bob Rickert).

Chapter 2 Winning Leadership Support of Sales Initiatives (Jim Graham).

Chapter 3 The Perfect Salesperson: A Guide to Building Your Dream Team (Teresa Hiatt).

Chapter 4 Develop Sales Reps Using Structured Feedback (Kenneth R. Phillips).

Chapter 5 So Many Choices: Determining the Right Solution (Mike Rockelmann).

Chapter 6 Capabilities: The Engine That Drives Success, by Maria Edelson

Chapter 7 Making Training Stick: Get Them to Use it (Susan Onaitis).

Chapter 8 Measuring the Impact: Did They Use it (Gary Summy)?

Chapter 9 Collaborative Partnership to Maximize Your L&D Investment (Susanne Conrad).

Chapter 10 Sales Managers: The Heavy Lifters in Training Salespeople (Rick Wills).

Chapter 11 Productive New Hires, Faster: You Don’t Get a Second Chance to Make a First Impression (Renie McClay).

Chapter 12 “Raise the Roof” Sales Meetings (Lanie Jordan).

Chapter 13 Successfully Leading Virtual Sales Teams (Renie McClay).

Chapter 14 Media Mojo: Using Technology as a Survival Strategy (Trish Uhl).

About the Editor.

About the Contributors.

Name Index.

Subject index.