Rethinking the Sales Force: Rethinking Selling to Create and Capture Customer Value
by Neil Rackham and John De Vincentis
In today’s markets, success no longer depends on communicating the value of products or services. It rests on the crucial ability to create value for customers. Sales forces need to retool current strategies by recognizing the customer’s dominant power in today’s economy and what that means for those who sell. Capitalizing on research into the practices of cutting edge companies, the authors show how the successful sales force breaks away from traditional thinking and transforms themselves into complex business processes with multiple sales approaches and selling models that meet the demands of today’s sophisticated customers.
With all the ups and downs of the economy and the various dramas in the business world in recent years, good leadership is more crucial than ever before. But the old methods don’t seem to produce the desired results any longer.
Author Deb Siverson knows this from firsthand experience. She worked for twenty years under the old productivity-based coaching model before she was introduced to a more relational approach. But rather than exchange one for the other, she realized that both models had something to offer. So she blended their effective aspects and created her own coaching model: the Cycle of Transformation.
Now, leaders can learn how to become “leader coaches” who empower their employees to fully engage with the company, resulting in a mutually beneficial connection that improves job satisfaction—which leads to increased productivity and profits. Approaching their role relationally, leader coaches play an important role in transforming their employees’ lives at work. And this is no small accomplishment.
Often enlightening and always practical, The Cycle of Transformation informs readers how to develop trust, why it’s important to spark insight before pushing for action, and so much more.
Don’t you think it’s time you refresh your leadership approach?