Discover Your Sales Strengths How the World's Greatest Salespeople Develop Winning Careers

by Smith, Benson; Rutigliano, Tony

• ISBN13: 9780446530477
• ISBN10: 0446530476
• Format: Hardcover
• Copyright: 2003-02-26
• Publisher: Business Plus

Summary

In the ever-changing world of sales, there is no single, sure- fire, tried-and-true method that can be readily imitated by anyone to miraculously improve performance. In fact, the world's best salespeople are not characterized at all by their technique. But they do share one common trait: Successful sales reps use their individual aptitudes to succeed in their work environment. DISCOVER YOUR SALES STRENGTHS is an extraordinary program built upon the concept that every person already possesses the tools necessary to become an amazing salesperson.Grounded in extensive Gallup research conducted over 40 years and based on hundreds of thousands of interviews with sales managers, salesmen, and consumers, it teaches individuals to focus on personal strengths and talents, and then guides them to transform those assets into solid sales skills-and successful careers.

Author Biography

Benson Smith and Tony Rutigliano are leading consultants for Gallup's Sales Force Effectiveness Practice.

Table of Contents

Acknowledgments	v
The Wizard's Instructions	1	(19)
The Great Sales Myths	20	(26)
Strengths: A Capacity for Near-Perfect Performance	46	(19)
StrengthsFinder	65	(13)
From Strengths to Fit	78	(12)
The Five Dimensions of Fit	90	(22)
The Manager Effect	112	(28)
Building Customer Engagement	140	(17)
So, You Want to Be a Sales Manager	157	(15)
Advice from the World's Best Sales Managers	172	(17)
Appendix The Thirty-Four Themes of StrengthsFinder	189