Make Winning a Habit: 20 Best Practices of the World's Greatest Sales Forces

by Rick Page

A master of the complex sale and a bestselling author, Rick Page is also one of the most experienced sales consultants and trainers in the world. Make Winning A Habit defines the gap between what companies know to do and how they consistently perform. Page clearly identifies five “Ts” of Talent, Technique, Teamwork, Technology and Trust . These five elements, when fully developed and integrated into the sales and marketing organization, begin to create the habit of winning over customers in every industry. Stories of successes-and failures-from members of prominent companies help you apply the five “Ts” to your company's culture, and point the way to more effective plans for motivating employees, building and coaching winning teams, and improving hiring processes. Then, with the use of Page's assessment scorecard, you can compare your company with some of the strategies and practices of the best sales forces in the world. Designed to gauge your organization's effectiveness and further develop breakthrough sales growth, this scorecard highlights your strengths and weaknesses, helping you bridge the gap between where you are and where you need to be. You'll also learn

240 pages, Hardcover

First published January 1, 2006

About the author

A recognized authority in the complex sale arena, Rick Page has trained salespeople from more than 50 countries during his long and distinguished career. One of the foremost experts on sales management and selling, Rick continues to develop innovative sales programs and is the author of Hope Is Not A Strategy - The 6 Keys to Winning The Complex Sale and Make Winning A Habit - 20 Best Practices of the World's Greatest Sales Forces.

As executive vice president of Dun & Bradstreet Software (formerly Management Science America), Rick initiated a strategic sales training program for the global sales force. While at the company, Rick also led one of its most successful regions, managing more than 100 consultants and 50 sales reps for a $50 million profit center.

In 1994, Rick founded The Complex Sale, Inc. which has provided sales consulting and training methodologies to more than 35,000 sales reps worldwide in the information technology, consulting, telecommunications, medical and financial industries.

Additionally, Rick has shared his expertise with the readers of Consultant News and Solutions Integrator, as well as attendees of the Stanford Executive Briefing and numerous other prestigious conferences.

Rick holds a Master of Business Administration from the University of North Carolina at Chapel Hill.

Reviews

[Jamie · Rating 3 out of 5]

Not a lot here that hasn't been written elsewhere. There are some good insights, but insights are a dime a dozen these days. This guy also quotes "Seven Habits of Highly Successful People" a number of times, so why not go directly to the source.