Читать книгу Ten Ways Top Sales Reps Are Different - Duane Lakin - Страница 3

Everybody wants to have Top Sales Reps. But few managers understand what makes them tick. They are different, and they need different management attention. This book is about Top Sales Reps—sales professionals who are consistently top performers.

This book does NOT answer the question, “What does it take to be a great sales person?” You probably have seen hundreds of lists and books that try to answer that question. It is likely that most Top Sales Reps have many of the characteristics posted in such lists, but having many of those characteristics does not mean the person is a Top Sales Rep. Ask any Sales Manager.

Few managers understand Top Sales Reps. Top Sales Reps have needs and concerns that are different from what is found in average sellers. What a manager might say to an average sales person could be seen as insulting by a Top Sales Rep.

Managers need to know what makes Top Sales Reps different. What do they have in common? What motivates them? What offends them? How can I best help them be successful? How do I know if my sales candidate is a Top Sales Rep? Should I promote my Top Sales Rep? What do I do when I see my Top Sales Rep is in a slump?

What, then, is found ONLY in Top Sales Reps? What makes Top Sales Reps different? How do you find them and care for them? That is the focus of this book.

I have worked with Top Sales Reps for over 30 years, and I want to share my observations with you. In this book, I describe what makes a Top Sales Rep different. I also offer interview tips and management tips to help you find and care for your Top Sales Reps. I hope you find the book useful.

Duane Lakin, Ph.D.

Lakin Associates