WORLD CLASS
SALES ROUNDTABLE
Top Sales Executives Share Their Secrets for
Creating and Managing World-Class Sales Teams
By Gerhard Gschwandtner
Publisher, Selling Power
Photos by Deborah Celecia
WHAT MAKES A WORLD-CLASS sales organization? H.R. Chally, a sales selection and testing company in Dayton, Ohio,
interviewed more than 1,100 corporate decision makers to identify the
sales organizations rated the best by their customers. The top-ranking
companies received the World Class Sales Benchmark Award.
To explore the attributes of a world-class sales force, Selling Power sponsored a roundtable conference with award winners and other top
companies that contributed to H.R. Chally’s research, including IBM,
AT&T, Boise Cascade Office Products, GE, ACDelco, UPS, and more.
These
top sales executives discussed five subjects vital to sales success:
How to hire and train for maximum performance, what coaching techniques
motivate consistently, how to keep pace with change, automation
strategies that work, and how to develop leadership skills.
Use the links along the right side of the page to go to the sections you want to see.
Excerpted from Selling Power magazine,
January 1998
Order a free copy of this article
|
