7 Posts found for Author: Tony Rutigliano

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.

Content: Article | Authors: Benson Smith, Tony Rutigliano | Source: Gallup Management Journal | Subject: Marketing / Sales

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?

Content: Article | Authors: Benson Smith, Tony Rutigliano | Source: Gallup Management Journal | Subject: Marketing / Sales

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

Content: Article | Authors: Brian Brim, Tony Rutigliano | Source: Gallup Management Journal | Subject: Marketing / Sales

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

Content: Quotation | Author: Tony Rutigliano | Source: Gallup Management Journal | Subjects: Human Resources, Management

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 ]

Content: Book | Authors: Benson Smith, Tony Rutigliano | Subject: Marketing / Sales

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.

Content: Article | Authors: Benson Smith, Tony Rutigliano | Source: Gallup Management Journal | Subjects: Human Resources, Marketing / Sales

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.

Content: Article | Authors: Benson Smith, Tony Rutigliano | Source: Gallup Management Journal | Subjects: Customer Related, Marketing / Sales