Building a world-class sales team? – podcast

Build a World-Class Sales Team

In today’s competitive market place everyone is looking for a competitive advantage that will sustain over time. However, a number of converging factors, like global competition and improved manufacturing technologies, is making it increasingly difficult to maintain a sustainable competitive advantage by traditional means.

In the past the sales force was often looked upon simply as a necessary evil to get a winning product from Point A to Point B; that is no longer the case. As other options have faded, today your sales force must not only be good enough to sell your company’s competitive advantage – they must be good enough to be your company’s competitive advantage. That shift requires a sales force with a different level of skill – it means world-class has become the new standard.

This is a fundamental idea to consider when crafting an effective sales training curriculum. The trap is putting in place an effort that is only good enough to meet yesterday’s standards.

Want to take a deeper dive? Take a listen to our Building a World-Class Sales Team podcast.

©2011 Sales Horizons, LLC

About Richard Ruff

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer - the founders of Sales Horizons - have worked with the Fortune 1000 - such as UPS, Canon USA, Smith & Nephew, Boston Scientific, Owens & Minor, Textron - to design and develop sales training programs. During his career Dick has authored numerous articles related to sales effectiveness and co-authored "Managing Major Sales", a book about sales management, "Parlez-Vous Business" which helps sales people integrate the language of business into the sales process, and "Getting Partnering Right" – a research based work on the best practices for forming strategic selling alliances. Dr. Ruff received his Ph.D. in Organizational Psychology from the University of Tennessee and a B.S. from Rennsselaer Polytechnic Institute.
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