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

by Benson Smith, Tony Rutigliano

In the ever-changing world of sales, there is no single, surefire, tried-and-true method that can be readily imitated by anyone to miraculously improve performance. In fact, the world's best salespeople are not characterized at all by their technique. But they do share one common trait: Successful sales reps use their individual aptitudes to succeed in their work environment. "Discover Your Sales Strengths" is an extraordinary program built upon the concept that every person already possesses the tools necessary to become an amazing salesperson. Grounded in extensive Gallup research conducted over 40 years and based on hundreds of thousands of interviews with sales managers, salespeople, and consumers, it teaches individuals to focus on personal strengths and talents, and then guides them to transform those assets into solid sales skills -- and successful careers.

Genres: Business, Nonfiction, Audiobook, Buisness

Audio CD

First published February 1, 2003

Reviews

[Kayla · Rating 3 out of 5]

Studies show that CEOs read about 60 books a year, and although I surpassed that last year, I doubt the books I’ve been enjoying fit into their lists. I’ve been wanting to get more into nonfiction that will teach me important techniques and lessons to use in both my personal life and my career, so I started that journey with this audiobook.

There was interesting information, but a lot of it revolves around the Gallup Poll which tells you which of 32 characteristics are your strongest assets. Since I borrowed this from the library, I didn’t have the necessary access code to take the test. The book says you don’t need to take the test to find it useful, and I knew what my strengths were for the most part, but it would have been a helpful tool to better analyze myself and the book.

Many of the sections were just listing the characteristics, so this would have been better in print so you could skip around to the relevant sections.

I found the weaknesses section fascinating and how we often think having too much of a characteristic is a weakness when in fact, it’s a strength. Weaknesses are the absence of abilities. I also enjoyed the end when it talked about management styles, and I’d love to read more books like that part.

Overall, this is a helpful book if you’re trying to decide if Sales is the right career path for you. However, if you’re already in it, it doesn’t offer as much new information as you’d think.

3.5 stars

[Mark Dunn · Rating 5 out of 5]

Approaches sales performance from a data-based perspective, where clear links have been made between performance & fit between the role & individual strengths/talents.

Uses strengthfinder as a mechanism for identifying top talents from a set of 34 themes. Once strengths are known, need to ensure fit (along dimensions of motivation, relationship building, gaining commitment, structure of work, and ability to understand & solve customer needs) and then ensure a good manager.

Also covers the move to sales management, where fit to providing employee engagement needs (on p124 of book) is key.

Lastly, covers some advice from lead sales managers:
- rehire the best
- appreciate uniqueness
- lead from strength (spend most time on top performers)
- be a buffer
- hire the best
- lots to do (work hard)

Good, data based approach to masimising engagement in work/roles & also for ensuring that in others.

-----------------------------
MY STRENGTHS
Top 10 (best first)
Competition
Arranger
Achiever
Communication
Self-Assured
Focus
Individualization (thinks/respects everyone is different)
Positivity
Significance (I want to be recognized)
Woo

Bottom 5 (worst first)
Includer
Adaptability (not focused on future and future plans, but the present and willingness to meet the demands of the moment)
Intellection (liking to think for thinking's sake)
Consistency/Fairness

[Michael David Maley · Rating 2 out of 5]

This is only valuable if you take the test and pay for your staff to take it

[Christine · Rating 5 out of 5]

great book for those wanting to start a career in sales. it doesn't tell you everyone can sell - because not everyone can - but it does help you discover if you have innately what it takes to be a good salesman. people are born with the skills that make them good salesmen (same goes for leaders, managers, and the like) and this book lists and examines the common traits that great sales people have.

this book also has a link to take a gallup test online to see what your sales strengths are, based on the book. very interesting, and nice to put in your (sales) portfolio.

TIP FOR THOSE TAKING THE GALLUP POLL: if you are trying to get into medical sales and need to take the gallup poll, this book is an essential read before you take the interview. it was written by the gallup organization, and provides some good insight into the kind of things that they will be looking for in a rep (traits) - even though it will not prepare you for the exact questions they will ask.

my suggestion for taking the Gallup is: (1) be short and sweet in your answers - yes, no. they will almost always follow the initial questions with, "Please explain" or "Give me an example." (2) be prepared to provide examples (ex. when you were able to get a customer away from a competitor, a recent success you are proud of, etc.). (3) be honest - if you tell them what you think they want to hear, you may actually be harming yourself instead - there are no "right" or "wrong" answers in the interview. it's very subjective, but they DO have a certain profile they are looking for. if you lie and end up getting the job, you actually may not do well in it because you are not well suited for the position.

[Stephanie · Rating 5 out of 5]

A quick read that unpacks: What is a talent? What are your strengths? How do those work together? The book provides decades of research that can help you understand yourself as a unique person and how to apply your strengths in a career that you will enjoy and excel in. I'm looking forward to reading more of the Discover Your Strengths series.

[Dave · Rating 3 out of 5]

Just reading it to sharpen up....Nothing special

[Ernesto · Rating 4 out of 5]

Interesting it help you ti identify your self strong ans weaks parts. The test you made in internet and the results will impress you.

[Stephen · Rating 4 out of 5]

Excellent Sales book. Not hugely relevant in my current role but certainly filled with good advice. especially for sales managers.

[Robert · Rating 3 out of 5]

Fun book that we did as a sales group with my former employer. Helps one understand strengths and why salespeople play in the selling areas that they do. Test at the end returns selling profile.

[Dayiris · Rating 5 out of 5]

I loved this book! Not just how to sell, but how to evaluate yourself andd your strenghts!