"If you manage salespeople or you're considering building a sales team, consider this book a prerequisite!"

Joe Garwood
President
Coast to Coast Capital
Cincinnati, OH

 

 

"The 'Real Deal' for Sales, Sales Management, and Executives. This book not only confirmed many of the basic principles of sales management; it also supplied new ideas and concepts relevant to hiring, performance management, and training. This is not just a one-time read, but a handbook for continuous use, reference, and reflection."

Scott Johnson
VP Partnerships and Alliances
Ensynch, Inc.
Tempe, AZ

 

 

"Your book is fantastic. I’m in the process of hiring an outside salesman to work an area that is approximately 125 miles away from our office. Your book has been a tremendous help to me. It couldn’t have come at a better time. All of what you explain in your book sure makes sense.

I’m sure I would have made some of the same mistakes I’ve made in the past if it were not for your book. Thanks so much!"

Teresa McGee
President and CEO
Newell Davis
Wilmington, NC

 

 

"Working with you has been a pleasure! We have always had difficulty hiring good salespeople. Since we started using your services, our sales force has been increased with some very solid people. It has also been interesting to see how the correlations match up with our own top sales professionals. We have since used your services to qualify our customer service representatives and the results have been gratifyingly similar. Anyone who is not using your tools when hiring these types of employees is doing their company a disservice!"

Patrick Cotty
Vice President
Physician Services, Inc.
Phoenix, AZ

 

 

"I wanted to tell you how pleased I am with your company's sales assessment tests. As you know, I was skeptical at first. However, the initial pilot project and results from the dozens of candidates we have assessed during the past six months have clearly demonstrated how uncannily accurate the tests are. They have saved me a lot of time by helping me identify truly qualified sales job candidates. Plus, for the first time we have an accurate picture of what a top sales performer looks like.

I have gone against the tests on occasion and hired someone based upon a "gut feeling", but none of those hires have worked out. It is clear that my gut instinct (from 20 years of experience) is not as accurate as your tests! It's not a surprise your tests have now become the de facto standard for all of our sales offices."

Chris McFayden
General Manager
InfoTech USA
Phoenix, AZ

 

 

"We are a small technology services company of four people. When we hired our first salesperson, we realized how important it was to make the right hiring decision. We had our finalists take Alan's sales tests, which helped us to understand more about each candidate's sales aptitude, and helped to keep the hiring process objective. However the best part was the time Alan spent on the phone with me giving real, practical advice that gave me confidence in the interviewing and hiring process. He even shared knowledge on other sales topics. Talking with Alan has given me tremendous excitement about getting our business to the next level, since I know that I have an expert resource to help us with our sales answers."

Dan Lavely
Owner
XL Systems

 

 

"The assessment process has allowed us to highlight the traits that drive success in our organization. By using these tests, we have also been able to source, hire and train people that possess a skill set that is specifically tailored to meet the needs of our company. I would highly recommend the process to anyone interested in reducing turnover and poor hiring decisions."

Karen Gilhooly
VP Sales
Language Line Services

 

 

"At today's sales meeting we delivered our new sales compensation program to our sales team. I am very pleased with our final product and we owe much of our satisfaction to you. Your guidance helped simplify our thoughts into a creative, breakthrough compensation program that will support our long-term goals. As it is something new and requires change, it will take time to get some feedback on the overall benefits. However, I know without a doubt this is truly going to have a positive contribution to our business."

Ron Eshel
Owner
Luskin-Clark Service Company, Inc.
Los Angeles, CA

 

 

"At first I was skeptical that the assessments would give a true picture of a person's capabilities. But, the results have been right on concerning the talents, abilities, and predilections of the people we have assessed that I know well."

Roberta Trudeau
Executive Director
WealthCounsel, LLC

 

 

"The assessments have been especially helpful with marginal candidates. In the past we used to give these people a try, and many of them wouldn't work out. But, using your assessments during our most recent round of hiring helped us significantly reduce the percentage of new hires that didn't work out."

Jason Reid
CEO
National Services Group

 

 

Consultative Selling, Sales Training and Sales Management Training Products

We are pleased to offer a variety of consultative selling, sales training and sales management training products. Here are "quick links" to specific product categories:

1. Books, eBooks, CDs, MP3s
   
   
2. Home Study Course
   
   
3. Sales Assessment Tests
   
   
4. Sales Compensation Products
   
   
5. Testimonial Letter Booklet

1. Consultative Selling, Sales Training and Sales Management Training Books, eBooks, CDs, MP3s

How to Beat the 80/20 Rule in Sales Team Performance

and

How to Beat the 80/20 Rule in Selling

SYNCHRONIZED books to help you build and manage top-performing sales teams
and help your salespeople achieve top sales performance

CD and MP3 Audio Books also available!

 

Are you a business owner, executive, or sales manager who is frustrated by 80/20 performance on your sales team, where a fraction of your company's salespeople produce the bulk of your company's sales? Would you like to have a step-by-step road map for building and managing a sales team that consists exclusively of top and strong middle performers?

If you answered "yes" to either question, these books were written specifically for you!

Thousands of books have been written about selling and sales management. What's so special about these two?

1. Despite the fact that companies spend billions of dollars annually to recruit and train salespeople, the majority leave, are terminated, or turn out to be mediocre producers. Clearly there are missing pieces to the sales management puzzle. These books identify, and provide answers for, the missing pieces.
   
   
2. The available information about selling and sales management is fragmented. If you are willing to take the time to absorb a variety of books, audio programs and training classes, you can build a broad base of knowledge.eventually. How to Beat the 80/20 Rule in Sales Team Performance provides a step-by-step road map that addresses everything you need to know to build and manage a top-performing sales team!
   
   
3. The two books are part of a comprehensive selling system. The "companion" book, How to Beat the 80/20 Rule in Selling, will teach your salespeople how to perform every critical salesperson function described in the management book. The two books were designed to be used together to make it as easy as possible for you to implement the changes necessary to build a top-performing sales team.
   
   
4. These two books were not written by an "ivory tower" academic who has never built or managed a sales team. The author, sales performance expert Alan Rigg, is a top sales performer himself, and he has personally built and managed multiple top-performing sales teams. For the past eight years he has spent every working day helping hundreds of companies build and manage top-performing sales teams. These books describe the time-tested, straight-from-the-trenches tools and techniques that have worked with his own sales teams and his clients' sales teams. They will work for you, too!

For more information (including a complete table of contents), please select the appropriate link:

• How to Beat the 80/20 Rule in Sales Team Performance (for business owners, executives and sales managers)
  
  
• How to Beat the 80/20 Rule in Selling (for salespeople)

(back to top)

2. The 80/20 Selling System™ Home Study Course

• Do a small percentage of your company's salespeople produce most of your company's sales?
  
  
• Are you tired of making huge investments in salespeople that don't pay off?
  
  
• Do you need to build or grow a sales organization, but you want to avoid getting taken to the cleaners?
  
  
• Are you a business owner, executive, or manager who needs to learn enough about sales and sales management to effectively oversee your company's sales efforts?

The 80/20 Selling System™ Home Study Course can help you address all of these issues and much, much more!

What is the 80/20 Selling System™?

A key focus of our day-to-day business is helping business owners, executives and managers end the frustration of 80/20 sales team performance, where 20% of salespeople produce 80% of sales. Over the years we have worked with hundreds of sales organizations to help them solve 80/20 sales performance problems.

When you see the same kinds of problems over and over again, over time you start to identify consistencies in both the problem causes and the problem solutions. The solutions we help clients implement with the greatest frequency form the core of the 80/20 Selling System™.

Click the following link for more information or to place an order for the 80/20 Selling System™ home study course.

(back to top)

3. Sales Assessment Tests

One of the keys to developing a top-performing sales team is "getting the right people on the bus"...and the wrong people off the bus! How can you objectively determine whether a salesperson or sales job candidate has the talents required to succeed in your sales position?

Our specialized sales assessment tests will help you avoid expensive hiring mistakes and improve the performance of existing sales team members. This is such a critical topic that we have an entire website dedicated to helping you learn more about our unique and highly accurate approach to sales assessment testing.

back to top)

4. Sales Compensation

Are you having trouble developing a sales compensation plan that motivates your salespeople to do what you WANT them to do? Is developing a sales compensation plan a new undertaking for you? Are you are looking for tools and information that will help you do it right the FIRST time?

On another of our websites we provide a considerable amount of FREE information that will acquaint you with key sales compensation "basics". If your sales compensation needs are more complex, we can also provide you with a proven, step-by-step process that has helped hundreds of companies develop effective sales compensation plans.

back to top)

5. Testimonial Letter Booklet

Let Your Customer Sell You!
120 Tips for Getting and Using
Testimonial Letters to Win More Business

 

This booklet will help business owners, marketing executives, and salespeople to get and use testimonial letters to offset any risk in the value proposition, increase customer loyalty and get more referrals. This "how to" guide tells you exactly what to do to get powerful testimonial letters and use them as a part of your selling approach.

Make it easier than ever for buyers to say "Yes" to your offer! Click the following link for more information or to place an order for our Testimonial Letter Booklet.

back to top)