Achieve Sales Excellence: The 7 Customer Rules for Becoming the New Sales Professional
by Stevens, HowardFormat: Hardcover
Pub. Date: 2006-12-01
Publisher(s): Adams Media Corp
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Summary
In the ongoing battle for differentiation, today's sales professional is the most effective weapon in a company's arsenal. Not only do sales professionals have the most direct impact on a company's bottom line--they are the most critical link between a company and its customers. Achieve Sales Supremacy by Howard Stevens--Chairman and CEO of the HR Chally Group, the top sales performance consulting corporation in the country--outlines the seven practices sales professionals and organizations must embrace to have a world class sales force. Based on exhaustive research, Achieve Sales Supremacy pinpoints the customer needs that are driving the new marketplace--and how salespeople and their organizations must respond. The result is a groundbreaking book that reveals both the customer expectations and employer demands that today's sales professional must understand and address in order to succeed.
Table of Contents
| Dedication: The Greater Goal | p. vii |
| Foreword: The New Sales Profession | p. ix |
| Introduction | p. xv |
| What Good Science Reveals about Sales Excellence | p. 1 |
| The Sales Professional Is the Sale | p. 4 |
| What Your Customers Want | p. 22 |
| The Foundational Rules of Professional Competence | p. 43 |
| "You Must Be Personally Accountable for Our Desired Results" | p. 46 |
| "You Must Understand Our Business" | p. 66 |
| "You Must Be on Our Side" | p. 87 |
| The Advanced Rules of Sales Excellence | p. 109 |
| "You Must Bring Us Applications" | p. 112 |
| "You Must Be Easily Accessible" | p. 134 |
| "You Must Solve Our Problems" | p. 155 |
| "You Must Be Innovative in Responding to Our Needs" | p. 174 |
| Eight Questions for Identifying World-Class Sales Organizations | p. 191 |
| What Drives the Company's Culture? | p. 194 |
| How Does the Company Segment Its Markets? | p. 198 |
| How Efficiently Does the Company Adapt to Market Changes? | p. 201 |
| How Are Customers Served by the Company's IT Initiatives? | p. 204 |
| How Evolved Are the Company's Sales, Service, and Technical Support Systems? | p. 207 |
| How Does the Company Solicit Customer Feedback and Measure Customer Satisfaction? | p. 210 |
| How Does the Company Recruit and Select Salespeople? | p. 213 |
| How Does the Company Train and Develop Its Sales Force? | p. 216 |
| Epilogue | p. 220 |
| Endnotes | p. 222 |
| About The HR Chally Group | p. 230 |
| Index | p. 232 |
| Table of Contents provided by Ingram. All Rights Reserved. |
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