Every organization wants to go from good to great. Yet, despite knowing where they want to go, many companies can't find their way there. They struggle to find the one thing that matters in today's competitive marketplace. Price? . . . Quality? . . . Innovative product features? While all of these certainly influence a customer's buying decision, none of them is the most influential factor. What is? The employee who has the most power to make or break a company's bottom line and influence its customers-the salesperson. Achieve Sales Excellence examines the new paradigm of business-to-business sales. Based on the results of an innovative, ten-year study, this book offers unmatched insight on sales performance issues and the practices sales professionals and organizations must embrace to be a world class sales force. Howard Stevens is the Chairman and CEO of the HR Chally Group-the top sales performance consulting corporation in the country. Mr. Stevens is the author of The Quadrant Solution and is a frequent speaker and expert source on radio and television. His World Class Sales Benchmarks program has been presented over 500 times across 30 countries for corporations, trade associations, government agencies, and universities. He has been a guest on CNN, Bloomberg, National Public Radio and other business based programs. Theodore Kinni is a former management consultant and accomplished business journalist. He has written over 100 articles and numerous book reviews that have appeared in a wide variety of periodicals including, Harvard Management Update, Selling Power, Quality Digest, and many others.
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