08 September 2005

Don't Guess Your Way to Success

More than guesswork was required for this sales force to be named America's best

by Benson Smith
Coauthor of Discover Your Sales Strengths (Warner Books, 2003)
Who is the most successful salesperson on your team? The one with the best product knowledge? Or the greatest sales skills? Or the most in-depth understanding of your customers? If you picked any of these, you were wrong. Rather than guess what drives sales success, learn the right answer from America's best sales force.
Benson Smith is coauthor of Discover Your Sales Strengths (Warner Books, February 2003).
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See also
How Marriott Vacation Club International Engages Talent
Marriott's Gamble Keeps Paying Off
Discover Your Sales Strengths: How the World's Greatest Salespeople Develop Winning Careers
Building a World-Class Sales Force
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