Achieve Sales Excellence

The 7 Customer Rules for Becoming the New Sales Professional

Howard Stevens, Theodore Kinni

• Publisher: Platinum Press
• Year: 2006
• Print ISBN:
  9781593376512
• eBook ISBN:
  9781605508474
• Topic: Business
• Subtopic: Business General
• Index: Business

Increase your business’s sales with these seven essential practices salespeople and organizations must embrace to thrive in today’s competitive marketplace.

Companies today are struggling to find the one thing that matters in today’s competitive marketplace. Price? Quality? Innovative product features?

While all of the above factors certainly influence a customer’s buying decision, none of them is the most influential factor. What is? The employee who has the most power to make or break your company’s bottom line and influence its customers—the salesperson.

Achieve Sales Excellence examines the paradigm of business-to- business sales. This book is based on the results of a fourteen-year study, which asked business customers—the key constituent group of professional salespeople—to define the qualities of world-class salespeople and organizations. It offers unmatched insights into sales performance issues and the practices sales professionals and organizations must embrace to become world-class sales forces.

Table of contents

• Cover Page
• Title Page
• Copyright
• Contents
• DEDICATION The Greater Goal
• FOREWORD The New Sales Profession
• Introduction
• What Good Science Reveals about Sales Excellence
• The Sales Professional Is the Sale
• What Your Customers Want
• The Foundational Rules of Professional Competence
• “You Must Be Personally Accountable for Our Desired Results”
• “You Must Understand Our Business”
• “You Must Be on Our Side”
• The Advanced Rules of Sales Excellence
• “You Must Bring Us Applications”
• “You Must Be Easily Accessible”
• “You Must Solve Our Problems”
• “You Must Be Innovative in Responding to Our Needs”
• Eight Questions for Identifying World-Class Sales Organizations
• What Drives the Company's Culture?
• How Does the Company Segment Its Markets?
• How Efficiently Does the Company Adapt to Market Changes?
• How Are Customers Served by the Company's IT Initiatives?
• How Evolved Are the Company's Sales, Service, and Technical Support Systems?
• How Does the Company Solicit Customer Feedback and Measure Customer Satisfaction?
• How Does the Company Recruit and Select Salespeople?
• How Does the Company Train and Develop Its Sales Force?
• Epilogue
• Endnotes
• About The HR Chally Group