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Top Sales Executives Share Their Secrets for Creating and Managing World Class Sales Teams
What makes a world-class sales organization? The HR Chally Group, 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 HR Chally's research. These top sales executives discussed five subjects vital to sales success.
The Topics:
- How to hire and train salespeople for maximum performance
- What sales coaching techniques motivate consistently
- How to keep pace with change
- Sales Force Automation strategies that work
- How to develop leadership skills
Roundtable Participants:
- Jim Bareuther, Brown-Forman Beverages Worldwide
- Lawrence Beeson, Boise Cascade Office Products
- Richard Buyens, AT&T Middle Market
- Frank Coleman, Lucent Technologies Inc.
- Mary Committe, Marketing Mastery
- Peter Danis, Boise Cascade Office Products
- Richard Harrison, IBM Corporation
- Isabel Kersen, Professional Society of Sales & Marketing Trainers
- Bruce McNiel, Dayco Industrial Division
- Victor Mendes, General Electric, Industrial Control Systems
- Duane Miller, ACDelco, Division of General Motors
- Joel Rossman, United Parcel Service
- Cindy Shulman, Exxon Chemical
- Howard Stevens, The HR Chally Group
- Thomas Weisenbach, Zellerbach, Division of Mead
- Michael Wines, Reynolds and Reynolds
Paperbound; 10 pages
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