Consistent success in selling requires a number of talents. In Discover Your Sales Strengths, authors Benson Smith and Tony Rutligiano of the Gallup Organization discuss their objective research of sales professionals. Gallup has conducted interviews of hundreds of thousands of sales performers over a 30+ year span. The book focuses on the strengths represented by the top 25% of these representatives.
The authors do a great job over viewing what 34 themes come up for top sales performers – this is the first step.
Secondly, there are five dimensions of fit – the authors say that:
Sales success stems from patterns of thought, feeling, and behavior that explain
the way we build relationships
the way we gain committments
the structure we need to get our work done, and
our ability to understand and solve customer needs.
Fit is basically making sure you are in the right position where your strengths will shine.
Finally, their research shows a strong connection between great sales performers and their managers. Salespeople with the right managers can improve their performance but 20 percent.
Our telecall today discusses this book – dial in here, or catch us most any upcoming Monday morning.
As the president of You, Incorporated….. isn’t it time you really came to know all of your strengths and how to make them work for you best?
For a copy of the 34 key themes, send me an email and I’ll get it to you right away.