Discover Your Sales Strengths

Selling is important--whether you're doing it or hiring people to do it. In a coherent and relaxed audio adaptation, the authors debunk the common myths that education, motivation, or so-called people skills are necessary for sales success. Research they gather from the Gallup Organization shows that sales success is greatest when you play to your strengths, identify the right organizational and product fit, and find the right manager to work for. You can identify your sales strengths by using a code that allows access to an online assessment tool called StrengthFinderProfile. An articulate lesson on sales and an educated nudge to investigate your strengths as a salesperson. T.W. (c) AudioFile 2003, Portland, Maine

February 24, 2003
Unlike many how-to-sell books written by motivational gurus and successful salespeople, Smith and Rutigliano's work is backed up by facts and figures gleaned from 40 years of Gallup research. The authors, both Gallup consultants, dissect stereotypes and debunk popular"myths" about selling to determine that there is no one formula for success, and that training, knowledge and experience cannot make a great salesperson. Instead, they find, great salesmanship stems from exploiting individual talents. Top salespeople succeed by figuring out what they do best and then finding a way and a place to do it. With that argument established, Smith and Rutigliano take an interactive approach to help readers find their own"Signature Themes," directing readers to www.strengthsfinder.com (for which they'll need an"ID code" from a Gallup publication) to gauge whether they fit their current situation by taking a quiz based on a 12-step"hierarchy of employee engagement." Since the authors contend that good managers help sales stars shine, they analyze what makes a good sales manager and relay advice from those they deem"the world's best." This inventive book should help people with a knack for sales achieve better results.