Scientific Selling: Creating High Performance Sales Teams through Applied Psychology and Testing
Sales managers have the most difficult job in the business world. They are responsible not just for revenue, but also for the hiring, coaching, training, and deployment of the employees who must generate it.
Before the advancements that inspired Scientific Selling, sales managers had few tools to help them succeed at these disparate yet essential tasks. Today, however, the scientific approaches described in this book allow sales managers to more effectively measure, refine, and improve every aspect of the sales environment.
Using easily-understood examples, graphics, charts, and explanations, Scientific Selling describes how to:
- Predictably improve sales results.
- Attract and retain top sales performers.
- Sharply decrease employee turnover.
- Spend sales training dollars more wisely.
- Better target sales coaching efforts.
- Move into consultative selling more quickly.
- And much more.
Scientific Selling features over a dozen case studies illustrating exactly how scientific measurement and testing have improved sales performance within different kinds of sales groups inside multiple industries.
Foreword Geoffrey James xiii
Chapter 1 The Science of Selling 1
Chapter 2 The Science of Behavioral Assessment 17
Chapter 3 The Science of Sales Skills Assessment 35
Chapter 4 The Science of Hiring Sales Talent 49
Chapter 5 The Science of Sales Training 71
Chapter 6 The Science of Sales Coaching 93
Chapter 7 The Science of Sales Management 115
Chapter 8 The Science of Sales Process 147
Chapter 9 How Scientific Is It? 181
Chapter 10 The Future of Scientific Selling 199
NANCY MARTINI is the President and CEO of PI Worldwide, a privately held international management consulting company. PI Worldwide has forty-five locations around the world, with more than 350 consultants and is active in 144 countries. She is the author of Customer Focused Selling and has been interviewed and published regularly in several magazines including Selling Power, Talent, Chief Learning Officer, Forbes.com, and One to One Media, among others.
GEOFFREY JAMES is an award-winning journalist who writes a daily column for Inc.com and previously wrote Sales Machine, the world's most-visited sales-oriented blog. He's authored hundreds of articles for publications like Wired and SellingPower, as well as several books, including How to Say It: Business to Business Selling and The Tao of Programming. Visit: piworldwide.com and geoffreyjames.com