Buidling A World Class Selling Organization
From the Foreword:
“Selling organizations have resisted rigorous evaluation due to the continually changing demands by customers, and the necessity to respond quickly and effectively. As the front line of nearly all business to business organizations, excellence in execution is critical to long term success.”
These Baldrige based criteria and practices will challenge you to step back, look at the big picture, and examine whether or not you have the foundation to reach for higher levels of selling excellence. Your candid answers to the questions presented, and your commitment to action plans that can follow will outline a journey for improvement built around a proven framework. As you begin your journey this book will become your roadmap to success.”
Building a World Class Selling Organization describes a comprehensive approach to sales force assessment, which organizations can use as the cornerstone for sales excellence.
This book is a how-to workbook that profiles how Senior Sales Executives can evaluate their selling organizations, against a proven excellence framework. This is not a book with stories and examples, but rather a tool that poses the questions one needs to ask in order to build a commitment to continuous improvement. This workbook can be a powerful tool to help senior sales executives establish a consistent methodology for continuous improvement.
What Readers Are Saying…..
“Customers like associating with winners. And winners attract winners. Both customers and investors value a systematic, process-oriented sales organization. Customers appreciate them for the reliability and confidence they bring to the table. Investors see them as true assets that leverage the business's overall future. The methodology this book promotes will help your sales organization become a winner. This is an excellent framework for overall sales organization effectiveness.”
“This book will enable your entire sales organization to take a deliberate, honest, and hard look at your business practices, employees, and customer relationships in an objective, systematic, and measurable way, something which you may have not done before. The payoff is that you will implement improvements that will enable you to reach your goal of being a world-class selling organization much faster. This book will very quickly become a GO TO book in many sales organizations.”
“Sales organizations like to be free and ‘get the job done’. Often they are not clear of what that job should be. This book provides Senior Sales Executives with a road map to shape best practices around the sales process, and in turn deliver what we are most after - loyal, highly satisfied customers.”
“A pivotal accomplishment! Building a World Class Selling Organization delivers a superior ‘scorecard’ for assessing sales readiness and a solid formula for improving results across the broader
‘selling’ organization. While most would agree on the need, few companies have implemented cross-functional benchmarks and processes to improve their selling effectiveness. This book provides senior management with an objective and common framework to continuously improve sales results.”
COST: $19.95 plus shipping and handling. Sales tax added in GA.