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.

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Excerpted from Selling Power magazine,
January 1998

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