Discover Your Sales Strengths: How the World's Greatest Salespeople Develop Winning Careers

by Tony Rutigliano, Benson Smith, Tony/Smith Rutigliano

Book Overview

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...

• Format: Hardcover
• Language: English
• ISBN: 0446530476
• ISBN13: 9780446530477
• Release Date: February 2003
• Publisher: Business Plus
• Length: 256 Pages
• Weight: 1.00 lbs.
• Dimensions: 0.9" x 6.2" x 9.1"

Customer Reviews

Discover your Sales Strength

The book is very insightful. It helps to put a title to our strengths and helps me to understand how to communicate effectively with people. It helps me to focus on what I'm good at and not to waste time trying to get better at things that I will never be good at.

Must-read for anyone in sales

This short work debunks some of the most dangerous myths about the business of selling and will open your eyes to new and unexpected facts of sales life. Many salespeople find themselves frustrated in jobs where they don't fit in and can't succeed. Using research by the Gallup organization, authors Benson Smith and Tony Rutigliano explain why many organizations handicap themselves with underperforming sales forces. Here's how sales managers and salespeople can turn mediocrity into success. We say this is a must-read for anyone in sales.

Another top notch Gallup book

I love the Gallup books. Gallup really takes human capital management to the next level. This is not for HR Departments - managers need to work with their employees directly by learning and absorbing the concepts in the Gallup books. It is definitely not for the closed minded reader. All of the principles of the books need to be engaged and used carefully by both employees and their managers. Just opening a page of the book can shake a person's prior beliefs: for example, the book unequivocally states that experience is NOT the determinant of sales performance. Another example: "good" salespeople are usually not good at selling all types of products. Of course, the book allows the reader to take the strengths finder via the internet (perhaps for the second time, as was my case). Again, the reader needs to carefully consider the results and use the book as a guide to act accordingly. I like how the authors define talents (generally speaking in the Gallup universe, any repeating pattern of feeling, thought, or behavior that can be productively applied). The reader can then observe which strengths he or she has that fit with a particular sales role (page 90): our motivation, the way we build relationships, the way we gain commitments, the structure we need to get our work done, and our ability to understand and solve customer needs. Overall the book is very comprehensive, though succinct (implying that those who wrote the book and the editors have special talents of their own!). It introduces the Q12, the "Manager Effect", customer engagement, and a section entitled "Advice for the World's Best Sales Managers". The Appendix lists and defines the 34 different talents/themes (as mentioned, the internet test will tell you your top five). One caveat: this is very personal information, and in the wrong hands it can be very harmful. Carefully and properly used, the book is probably the best scientific resource available for the business world because it is readily understood and applied yet very sophisticated. Very appropriate for those in sales or thinking about a career in sales. econ

Best book I have ever read on Sales

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 backgroundb. Education and trainingc. Great presentation skillsd. Aggressive closerse. None of the aboveIf 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 "i

Understand Your Sales Career - Know which job to pursue

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.