Book: Discover Your Sales Strengths: How the World’s Greatest Salespeople Develop Winning Careers
Author: Benson Smith & Tony Rutigliano
Summary: Discover Your Sales Strengths: How the World’s Greatest Salespeople Develop Winning Careers is a wonderfully counterintuitive exploration of developing star salespeople. The book’s premise is the idea that focusing on a person’s strengths will allow them to perform at an exceptional level, while focusing on weaknesses merely produces average results.
You’ll love this book if: You want to try a new strategy for improving your sales results, and the results of your sales team.
You’ll hate this book if: You are steeped in “old school” sales training, such as “working to improve” people’s weaknesses.
Words of Wisdom:
Focusing energy on weaknesses might improve performance somewhat, but – contrary to conventional wisdom – great performance comes from strengths. Knowing your talents, understanding them thoroughly, building them into strengths, and seeing how you can put your strengths to work every day isa key to greatness and, our research would attest, the surer path to success.
Why we think this book is important: Your salespeople are quite possibly your organization’s most important customer touchpoint.
Want more? Check out the long and winding version of this book review.
