"Finally! Competency Based Approaches to Selling!"
Neil Rackham, Best Selling Author of SPIN Selling

"A must-have book for every sales trainer!"
Matt Valencius, IBM Sales Learning Design

"The map of the fastest way to Sales Success!"
Keith Stoneman, Group Sales Trainer, Ameritas Group

"A truly outstanding resource!"
Thomas Chabra, Training Manager, Becton, Dickinson and Company"

"A great sales management guide"
Gerhard Gschwandtner, Publisher, Selling Power Magazine

"Global data for a dynamic global need"
Sue Kinack, Learning and Development, Hewlett Packard Company

"A tremendous resource for building an outstanding sales organization!"
Lance Cotton, Enterprise Sales Training, Google

What others are saying about World-Class Selling: New Sales Competencies

World-Class Selling: New Sales Competencies is more than a book; it’s a tool that any organization with a sales force must have. Shave years off aligning performance improvement initiatives with sales competencies through this validated, forward-thinking work that will help you transform from traditional training function to strategic business partner.

Tina K. Busch
Vice President, Learning and Performance
Pitney Bowes, Inc.

The new economy requires new thinking to meet the sophisticated demands of today's customer. The "old school" method of gauging performance just by the numbers is just no longer good enough. Today's environment requires the rigor of identifying and measuring the competencies necessary to truly separate those that react to demand vs. those who have the ability to create it."

Jeff Del Rossa
Global Practice Leader
Sales Talent Optimization Practice
Development Dimensions International

21st Century sales excellence requires a robust set of competencies for a wide range of roles. And while the management thereof can be a complex task, World-Class Selling: New Sales Competencies provides a roadmap and checkpoints to keep us on the right road throughout the journey.

Jamie Barrette
Vice President, North America
Mercuri International

This is a tremendous resource for building an outstanding sales organization. It should regularly referenced by everyone who works with sales organizations, particularly training and organizational development specialists. It provides an eminently comprehensive body of knowledge on all aspects of sales operations and sales force capabilities.

Lance Cotton
Enterprise Sales Training
Google

In the 20-plus years since I first became a sales person, the sales profession has lacked real clarity on the benchmarks required for world-class sales execution. This has proved a frustration to the sales people themselves as well as to any trainer or manager tasked with developing a sales team. World-Class Selling: New Sales Competences bridges that gap authoritatively for the entire sales profession. I would have loved this book in my previous life in sales management and sales training and development, and I look forward to using it now as a consultant with my clients.

Giles Watkins
Advisor
McKinsey & Company

Selecting the right sales training partner is a monumental challenge for corporate training organizations. Millions are wasted every year because many sales training buyers don’t have a complete understanding of the competencies required for sales jobs within their companies, the gaps that exist among sales personnel, and the capabilities of alternative vendors to close those gaps. World-Class Selling: New Sales Competencies will go a long way in helping buyers and sellers of outsourced sales training to close those gaps—a job that MUST be done.

Dave Stein
President
ES Research Group