From Publishers Weekly
Unlike many how-to-sell books written by motivational gurus and successful salespeople, Smith and Rutigliano's work is backed up by facts and figures gleaned from 40 years of Gallup research. The authors, both Gallup consultants, dissect stereotypes and debunk popular "myths" about selling to determine that there is no one formula for success, and that training, knowledge and experience cannot make a great salesperson. Instead, they find, great salesmanship stems from exploiting individual talents. Top salespeople succeed by figuring out what they do best and then finding a way and a place to do it. With that argument established, Smith and Rutigliano take an interactive approach to help readers find their own "Signature Themes," directing readers to www.strengthsfinder.com (for which they'll need an "ID code" from a Gallup publication) to gauge whether they fit their current situation by taking a quiz based on a 12-step "hierarchy of employee engagement." Since the authors contend that good managers help sales stars shine, they analyze what makes a good sales manager and relay advice from those they deem "the world's best." This inventive book should help people with a knack for sales achieve better results.
Copyright 2003 Reed Business Information, Inc.
Liss reviewed Discover Your Sales Strengths: How the World's Greatest Salespeople Develop Winning Careers on + 4 more book reviews
This book provided in-depth detail on the signature styles of the sales personality by having a reader go online and use a personal identfiable code to fill out a 30 min. questionaire that was included in the book. It was very accurate. What you will find out is how you personally harness your strengths. For example if you are Communicator than naturally your strenght will be noticeable in sales that require you to use alot of communication such as a presenter. The books basic premise is that all of us are keyed for specific areas of sales like "presenter" and "closer". To find your niche' is half the battle. If you are employer regognizing that you must place the best people strategically is smart. Of couse this book is more extensive than this. In short I was impressed that it pegged me as accurately as it did. Definately worth the read!