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

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

by Benson Smith, Tony Rutigliano
3.7 9

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Discover Your Sales Strengths: How the World's Greatest Salespeople Develop Winning Careers by Benson Smith, Tony Rutigliano

For four decades, The Gallup Organization has been gathering information and offering data-driven advice-conducting millions of interviews, compiling thousands of statistics, and building a wealth of facts about what really makes people successful (and happy) in their fields. Now Gallup uses its expertise to offer a unique, interactive Profile that will identify your top five talents-and help you start getting the most from them in your sales career. The product of a twenty-five-year, multimillion-dollar effort, the StrengthsFinder program interviews you and offers an in-depth, individualized analysis of your predominant strengths and personality traits. Using this book, you can then find out how to put your strengths to work in the real world, how others with similar talents have succeeded or failed, and why you may need to make essential changes in your career. Debunking the most-repeated myths about sales-from the myth that anyone can sell to the myth that a good salesperson can sell anything-Discover Your Sales Strengths shows you: * How to understand your top talents in sales-and focus on the ones that will help you most effectively plan your career * How to use your strengths to have an impact on other people-and gain a competitive advantage * How to find the right field, the right company, and the right boss for your talents * Why different approaches to the same sale can both succeed. (There is no one right way to sell!) A book that only The Gallup Organization could create, Discover Your Sales Strengths offers you a powerful new knowledge of who you are, what you're good at, and how you work best. And in today's world of sales, that is the most powerful tool of all.

Product Details

ISBN-13: 9780759527355
Publisher: Grand Central Publishing
Publication date: 02/25/2003
Sold by: Hachette Digital, Inc.
Format: NOOK Book
File size: 729 KB

About the Author

Benson Smith and Tony Rutigliano are leading consultants for Gallup's Sales Force Effectiveness Practice.

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Discover Your Sales Strengths: How the World's Greatest Salespeople Develop Winning Careers 3.7 out of 5 based on 0 ratings. 9 reviews.
Guest More than 1 year ago
This short work debunks some of the most dangerous myths about the business of selling and will open your eyes to new and unexpected facts of sales life. Many salespeople find themselves frustrated in jobs where they don¿t fit in and can¿t succeed. Using research by the Gallup organization, authors Benson Smith and Tony Rutigliano explain why many organizations handicap themselves with underperforming sales forces. Here¿s how sales managers and salespeople can turn mediocrity into success. We say this is a must-read for anyone in sales.
Guest More than 1 year ago
Sales technique is as personal and unique to the salesperson as personality is to each individual. This book helps unlock your own personal style, truly, your strength. As a sales manager I have this as required reading for my sales force. I'm not sure why someone would say it had nothing to offer unless they were looking for a gimmick...this book is free of gimmicks, fortunately. It looks at the foundation of YOUR sales excellence. Too many people have tried to be like the 'star salesperson' in their office, only to fail miserably because they were trying to sell from their weaknesses, not their strengths. If you want to not only grow as a salesperson but also as a unique person, this book is for you. I recommend this to everyone in my company and, again, have it as required reading for my sales team. Reading this book will help you clarify your sales style as well as what industry and products/services you sell. It's a must read for serious salespeople.
Guest More than 1 year ago
Bar none, this is the best book you will ever read about the art of selling. Moreover, this book will change the way you think about hiring, training, managing and motivating anyone who is responsible for bringing new customers to your organization and keeping those customers engaged. See of you can answer this question from the book correctly: What do the top sales and marketing professionals have in common? a. Experience and background b. Education and training c. Great presentation skills d. Aggressive closers e. None of the above If you guessed ¿e¿, you are correct. According Gallup¿s extensive research spanning 30 years and interviews with 250,000 sales people, over 1 million customers and 25,000 sales managers, this is what the top sales people have in common: ¿ They were in the type of sales job where they were able to use their top talents every day ¿ They developed their own unique selling style based on their top talents ¿ They had a productive relationship with their manager. Since the top 25 % of the sales force accounts for 57% of the sales revenue in most organizations, the more sales people get to use their top talents, the more likely they are to build a sustainable and profitable customer base. So, how do you discover your individual strengths and talents? One of the unique features of this book is that you go to an Internet site and take an assessment that will immediately tell you what your top five strengths are. What I found intriguing is that these strengths are much more practical than the strengths I have seen in any other kind of assessment instruments. You can then use the book to determine how to put these strengths to work for you so they become true talents. (By focusing on these strengths I have increased my own productivity by 100%!!) The other thing I really liked about this book is the easy to read format and the fact that the author includes great real world stories and examples of how top sales people used their talents to excel in their job. The author, Benson Smith, who started his career as a successful salesperson with a Fortune 500 medical device company and eventually became the CEO, writes in clear business language and does not spend a lot of time espousing complicated theories. If anything, the book is too short and leaves you wanting more. The book also talks about the key role that managers play in insuring the success of the sales effort. The chapter on management should be required reading for anyone who is a manager or thinks they want to become one. (You will also find this chapter extremely helpful if your current manager is less than ideal.) I have spent over 20 years in the medical and pharmaceutical industry in sales, management, marketing and training. Over the last 9 years, I have had a successful business focused on performance development consulting and training. This book has inspired me to rethink my approach. I hope it will do the same for others in my profession. Most organizations tie training to ¿improvement opportunities.¿ Gallup¿s research has found that training will be far more productive if you focus on strengths and how to build them into true talents.
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Guest More than 1 year ago
Basic, yada yada sales teqniques. I should not have bought this. It shares very little that isn't comon sense while encouraging the sale of another product. I sell cars for a living a found myself often dozing of, no mater how hard I tried to pay attention.