Building a Successful Selling Organization

In <I>Building a Successful Selling Organization</I> <B>Art Wilson</B> draws upon his three decades of experience as one of IBM's top sales leaders and as counsel to Fortune 500 sales executives to create a proven blueprint for building successful profitable customer relationships. Written specifically for the chief sales officer and the leadership of the entire customer-facing organization this book documents tested best practices among leading sales organizations and incorporates them into practical ways to implement high-performance customer-centric sales strategies. </P><P>After sharpening and honing the skills of thousands of sales teams challenged by demanding corporate customers Wilson distills the lessons of goal-driven sales leadership into this one compact volume. Citing real-world examples Wilson shares a disciplined how-to sales process that empowers a sales leader to transform good sales teams into those that demonstrate sales excellence and extraordinary results. </P><P>Use the five-level Sales Agenda Model to design deploy develop and support a selling organization. Implement the Account Management Execution Model to improve strategic account management ensure client alignment and deliver convincing client value. </P><P>Sales leaders who adopt the strategies presented in <I>Building a Successful Sales Organization</I> possess the secrets of building organizing and managing effective selling teams that consistently deliver predictable sustainable superior results.</P>