E-Book Overview
"Achieve Sales Supremacy" examines the new paradigm of business-to-business sales, and outlines the seven practices sales professionals and organisations must embrace to have a world class sales force. Based on exhaustive research, "Achieve Sales Supremacy", is the result of a ten-year study by The HR Chally Group, several Fortune 500 companies and The International Benchmarking Clearing house which asked business customers, the key constituent group of professional sales people, to define the qualities of world class sales organisations. Their ratings were confirmed and bolstered by over 70,000 individual interviews and correlated against HR Chally's proprietary database of 300,000 sales professional profiles, the largest in the world. "Achieve Sales Supremacy" pinpoints the three needs of customers, which are the driving forces in the new environment, the seller's responses to this new marketplace and 7 best practice benchmarks of world class sales organisations and salespeople.
E-Book Content
Having worked with hundreds of sales forces across every industry, we have seen the world’s top salespeople in action. Chally’s research truly captures the skills, behaviors, and habits of the best of the best . . . and most interestingly, through the eyes of the customer. Achieve Sales Excellence should help every salesperson enjoy the high-value, enriching profession that sales has become for the world-class sellers portrayed in this book. Steve Grossman Mercer Human Resource Consulting One of our key differentiators at CareerBuilder.com is our salespeople’s ability to be consultants to our customers. We also pride ourselves on the quality standards we set for our own salespeople. Our demand for professionalism is exceptional and we are hard to please. Achieve Sales Excellence is not only a real benchmark for our high standards; it’s thoroughly enjoyable to read. I usually only agree to 20–50 percent of the philosophies in sales books but with Achieve Sales Excellence I agree with it all! Mary Delaney CSO, CareerBuilder.com Corporate Express is committed to enhancing our customerfocused sales-driven organization, and the principles and tactics outlined by Chally are key strategies to our success. Chally’s World Class Sales Research recognizes and defines the key attributes that create a world-class sales organization—attributes that all companies should strive for when augmenting their sales culture. Donna Walker Vice President, Sales Operations and Training Corporate Express It seems a business paradox that a professional discipline as important as sales is given so little attention in college and university curriculums. HR Chally helps to fill that void with a clear, concise insight into “world class sales” of the 21st century. If sales growth is important to you . . . this information is invaluable. Tom Weisenbach Senior Vice President, International Paper Executive Vice President, xpedx Chally has led the way to understanding the need to develop a true sales profession. More college graduates are becoming salespeople than any other career, regardless of their major. Other key business careers such as manufacturing, IT, and now even law are moving abroad. Sales has become our key competitive opportunity. Achieve Sales Excellence definitively documents the standards our salespeople must meet, and lays the foundation for our academic institutions to develop the sales professionals we’ll need. Don Graber Chairman, Wright State University Chairman, Huffy Corporation, Retired achieve Sales EXCELLENCE The 7 customer Rules for Becoming the new sales professional Howard Stevens Chairma n a nd CEO of the HR Cha lly Group and TheodoR e Kinni PLATINUM PRESS Avon, M assachusetts Copyright © 2007, Howard Stevens and Theodore Kinni. All rights reserve