Ebook Free Discover Your Sales Strengths: How the World's Greatest Salespeople Develop Winning Careers, by Benson Smith, Tony Rutigliano
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Discover Your Sales Strengths: How the World's Greatest Salespeople Develop Winning Careers, by Benson Smith, Tony Rutigliano
Ebook Free Discover Your Sales Strengths: How the World's Greatest Salespeople Develop Winning Careers, by Benson Smith, Tony Rutigliano
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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 StrengthsFinder.com Profile that will identify your top five talents-and help you start getting the most from them in your sales career. Each copy of this book has a special, individualized code that lets you access the StrengthsFinder Profile on the Internet. 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.
- Sales Rank: #252771 in Books
- Brand: Business Plus
- Published on: 2003-02-26
- Original language: English
- Number of items: 1
- Dimensions: 9.25" h x 1.00" w x 6.50" l, 1.03 pounds
- Binding: Hardcover
- 256 pages
- Great product!
From Publishers Weekly
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 find, great salesmanship stems from exploiting individual talents. Top salespeople succeed by figuring out what they do best and then finding a way and a place to do it. With that argument established, Smith and Rutigliano take an interactive approach to help readers find their own "Signature Themes," directing readers to www.strengthsfinder.com (for which they'll need an "ID code" from a Gallup publication) to gauge whether they fit their current situation by taking a quiz based on a 12-step "hierarchy of employee engagement." Since the authors contend that good managers help sales stars shine, they analyze what makes a good sales manager and relay advice from those they deem "the world's best." This inventive book should help people with a knack for sales achieve better results.
Copyright 2003 Reed Business Information, Inc.
About the Author
Benson Smith and Tony Rutigliano are leading consultants for Gallup's Sales Force Effectiveness Practice.
From AudioFile
Selling is important--whether you're doing it or hiring people to do it. In a coherent and relaxed audio adaptation, the authors debunk the common myths that education, motivation, or so-called people skills are necessary for sales success. Research they gather from the Gallup Organization shows that sales success is greatest when you play to your strengths, identify the right organizational and product fit, and find the right manager to work for. You can identify your sales strengths by using a code that allows access to an online assessment tool called StrengthFinderProfile. An articulate lesson on sales and an educated nudge to investigate your strengths as a salesperson. T.W. © AudioFile 2003, Portland, Maine-- Copyright © AudioFile, Portland, Maine
Most helpful customer reviews
53 of 55 people found the following review helpful.
Best book I have ever read on Sales
By Eileen Woods
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.
21 of 22 people found the following review helpful.
Understand Your Sales Career - Know which job to pursue
By Matthew Gethins
I will first tell you that I have read thousands of books over the course of my life, many were books on business and sales. This is the first time that I have ever felt compelled to write a review. Also this is the first time I ever read a business book and then felt disappointed when the book was over, I would normally feel that way at the end of a particularly good novel.
I'll just have to go and buy all the other books in the series.
The information imparted by "Discovering Your Sales Strengths" has had a profound impact on me. Undoubtedly many salespeople that read the book will suddenly understand their own career a whole lot better. And hopefully this will be the beginning of the end of unenlightened and just plain dumb sales management.
This book has also greatly improved my overall confidence. I will probably be changing jobs later this year and I'll actually really know what kinds of jobs to aggressively pursue.
17 of 19 people found the following review helpful.
Strengths & Sales = Gallup Delivers
By Joseph Valentine Dworak
Once again the Gallup organization, specifically Benson Smith and Tony Ruttigliano, deliver a good usable book to help improve your career based on strengths. This book begins with Gallup's common message, based on research, that if you focus on what you are good at; you will get better at it. This book continues on showing you what makes up a these strengths, based on a combination of talents which cluster together and come out as things like Competition, Empathy, and Command. This book will allow you to focus more on how you are wired, and what you have, than what you do not, and will never have.
Most importantly this book gives you access to your 'Top Five' strengths, or patterns for success. These strengths, ranging from Harmony to Woo, will show you how you alone are as unique as 1 in 30 million people. The book could have been 5 stars if Gallup would have provided more patterns of strength and how they work in sales careers, they only give you a few morsels from their vault of knowledge and what patterns and combinations of strengths work in sales. They do let you in on the fact that Competition, Command and Empathy were themes commonly found in successful sales-agents.
Overall this book is an A-, another great work from Gallup based on research, not just theory.
Joseph Dworak
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