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Identifying Characteristics of Highly Effective Salespeople – Improving Productivity through a Research Based Training and Best Practices Program

As many corporate fiscal years come to a close, top sales executives find themselves analyzing their sales teams in order to figure out how to do better in the year ahead. Many begin to try to better understand their top performers and identify why they are successful. Identifying top performer best practices in a sales force is not a revolutionary idea. Every day sales managers in top companies around the world spend much of their time trying to understand what makes the top performers so great.

So why do many senior managers desperately search for commonalities among their best sales people? The reason so many managers are not able to identify their own top performers' secrets is that they tend to look in the wrong place. Join us for a 90 minute audio conference as Steve Gielda releases a comprehensive report, based on five years of research on characteristics of highly effective salespeople.

 

Learning Outcomes

  1. Identify the characteristics of highly effective sales people
  2. Understanding the top 5 world class Sales Best Practices
  3. Improve sales performance through an exploration of sales training
  4. Recognize how to implement these things into your own company

Who Should Attend?

  • Sales Managers
  • Sales Directors
  • Human Resource Professionals
  • Managers Responsible for Hiring

Presented By

Steve Gielda
Partner
Advantage Performance Group

WAdvantage Performance partner Steve Gielda has spent more than 1 8 years working with Fortune 500 companies to improve performance. Both his internal and external clients have recognized Steve for his emphasis on, and willingness to forge, strong relationships built on client intimacy. With Steve's passion for helping companies improve bottom-line business results, he understands that putting people in the classroom will not change behaviors. He believes that to change the behaviors of an organization, you must first align performance challenges to the organization's strategic business intent. Without effective alignment, training is simply an event of good intent.

Steve's career includes five years at Huthwaite, Inc., working closely with Neil Rackham (author of SPIN Selling) to create unique performance improvement solutions for his clients. Prior to working with Neil, Steve was Vice President of Sales and Director of Operations at CTN, an office equipment manufacturing company. Prior to CTN, he worked with Lanier Worldwide for 10 years in a variety of increasingly responsible positions, including Sales Manager and District Manager. He was later promoted to Regional Manager of Lanier Professional Services. Steve is an accomplished public speaker, and has written and published a number of articles focusing on improving sales and coaching performance. A frequent business speaker, he lives in Clifton, VA .

Client Experience
His performance consulting experience has focused his work in such diverse industries as pharmaceuticals, medical devices, medical products, manufacturing, and the IT industry. UPS, Abbott Diagnostics, Johnson & Johnson, Beckman Coulter, Bayer Corporation, CR Bard, Boston Scientific, Datex-Ohmeda, Medtronic, Georgia Pacific, Minolta Corporation, Konica Business Technologies, Ricoh Canada, Canon, Millken, Galileo International.

Click Here to Register

CD Only - $199*

*All CD orders will be assessed a $20 Shipping & Handling Fee for CD and Conference Materials.

Questions About this AudioConference CD? Call 1-800-431-7571

 



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Continuing Education

This is a CEU presentation. Earn 0.15 CEU credits for attending. For a list of organizations accepting this CEU, please visit http://www.iacet.org/
content/accepting
-ceus.html. For information on obtaining the CEU click here