Scientific Selling: Creating High Performance Sales Teams through Applied Psychology and Testing

ISBN: 978-1-118-16797-7
216 pages
April 2012
US $24.95 Add to Cart

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Business & Finance

April 05, 2012
Hoboken, NJ

Science Offers a Better Approach to Selling

Products don't sell themselves. Engineers, marketers, and CEOs don't sell products either. But a skilled sales team does. And when equipped with effective measurement tools to assemble and train a specialized team, a sales force can score huge wins consistently—and present that success to the rest of the company.

Scientific Selling shows how statistically valid measurement can improve every element of the sales environment—from management to coaching to training to creating long-term sustainable sales results. Sales organizations that embrace applied psychology and testing become more competitive because they don't waste resources on irrelevant or counterproductive activities. Managers can better assess the reasons behind individual and group performance and predictably improve sales results, while fostering a sales culture that attracts and retains personnel who have the drive and motivation to be successful.

Scientific Selling includes more than a dozen specific demonstrating how scientific measurement improved overall sales performance through easily understood graphics, charts, and descriptions. It details how those teams were measured and how the metrics changed as the result of better hiring practices, targeted coaching and sales training.

Through powerful, in-depth case studies, Scientific Selling includes stories from the following companies:

  • Clark-Mortenson Agency used scientifically proven data-based assessment tools to provide individual sales professionals with a very specific overview to determine their current strengths and areas of growth.
  • Meadowbrook Golf's program to "manage for individual success" by using scientific testing and measurement to help its top managers understand what motivated their employees
  • Yankee Candle used scientific measurement to identify the right people to hire, and then used customer case studiesand role-playing to focus on leveraging each individual's natural behavior to sell, there bycreating increases of 40 percent in salesrevenue for trained individuals.

Scientific testing and measurement can leverage current strengths, identify areas for growth, and increase revenue. Readers will be able to chart their company's course through the power of Scientific Selling.