Building a World-Class Sales Force

Many leading organizations have launched efforts to achieve “world-class sales.” But what are the most important factors to measure when assessing the quality of a sales force? And what defines a world-class selling organization? Gallup research shows that measuring and improving three critical factors can help your sales force achieve world-class status.

Your Salespeople’s Impact on Customers

Customers frequently need a nudge to make a commitment. In fact, some of them may need to be bulldozed off the edge of a cliff before they buy. That’s where a salesperson makes all the difference. But not all salespeople are equally effective at gaining commitments from their customers. What allows some salespeople to do this consistently?

Selling With Strengths

Talent trumps training, and strengths development beats them both, say the authors of a new book on sales effectiveness.

Tony Rutigliano

The bad decisions we make about who we promote to management come back to haunt us again and again.

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

Unlike many how-to-sell books written by motivational gurus and successful salespeople, Smith and Rutigliano’s work is backed up by facts and figures gleaned from 40 years of Gallup research. The authors, both Gallup consultants, dissect stereotypes and debunk popular “myths” about selling to determine that there is no one formula for success, and that training, knowledge and experience cannot make a great salesperson. Instead, they … [ Read more ]

Hiring and Developing Talent: Key Differences

In very real ways, talent is key to both hiring and developing employees. But beware: While selection and development processes may be similar, they actually require quite distinct tools.

Salespeople Who Engage Customers

Sales reps are always seeking the edge — always trying to find a new way to wow their clients. Gallup has identified four key dimensions and eight questions that will help them do just that.