High Performance Sales Organizations: Achieving Competitive Advantage in the Global Marketplace

High Performance Sales Organizations is filled with solid strategies, best practices, and provocative points of view that every organization can apply immediately. Companies will be able to compete more successfully by: focusing on the new expectations of today's more demanding customers; developing a strategy to differentiate personal sales organization from today's more determined competitors; using best practices to ensure the successful execution of your sales strategy; applying process management concepts to sales operations to develop a more successful strategy and a higher quality field execution; integrating training and coaching processes with sales strategy; creating market-focused sales and service operations.

Stamford, Connecticut^-based Learning International is a large training firm specializing in customer service. Corcoran and three coauthors report on a seven-year study done by that company, which tracked the performance of the most successful sales operations in companies with markets in North America, Europe, and Japan. Results of the survey focus on 24 companies and profile the innovative practices and effective strategies each has implemented. These actual examples give life to concepts abundantly touted in the many books now out on total quality, providing practical ideas on topics such as customer loyalty, the customer relationship process, consultative selling, and coaching. David Rouse