Creating the #1 Sales Force: What It Takes to Transform Your Sales Culture [Hardcover]

Jim Kasper (Author)

Book Description

Publication Date: May 1, 2005

The results are impressive: most companies using the author’s sales culture conversion process have experienced 12 to 15 percent sales growth in the very first year, and continued growth thereafter!CEOs, sales VPs, and business owners are nervously facing business conditions that are rocking the foundations of their traditional sales models. This is the story of how firms such as Honeywell, Cleveland Golf, Bridgestone Tire and Sports, Nautilus Group, StorageTek, and others have successfully created the #1 sales force in their respective industries by transforming their sales cultures. Based on decades of experience in the field, Jim Kasper’s groundbreaking book walks readers through a systematic ten-step process for sales culture transformation and the inherent creation of a #1 sales force. Companies using his sales culture conversion process have posted higher total sales, reduced turnover, achieved greater productivity, and improved internal communication. One company that used Kasper’s approach saw a return on investment of 20 times conversion cost; another reduced its sales cycle times by 46 percent!Each chapter of Creating the #1 Sales Force is centered around a case study from a well-known company. Readers will learn from the executives of these companies how to create the best organizational environments for sales growth. Three distinct sections make up each chapter: •An evolution memo written by the sales executive of the case-study example provides practical advice on sales culture evolution. •The 30,000-foot view is the big-picture executive summary outlining the key concepts for the chapter. •Evolution activities provide the framework for applying the sales culture transformation. As one corporate executive said: "Many books address change management, but there are no books on how to change a sales culture that will result in creating a #1 sales force." Jim Kasper’s book fills that gap so readers can effect real change and, in the process, experience higher sales, stronger ROI, and more efficient sales rep productivity.

Product Details

• Hardcover: 304 pages
• Publisher: Kaplan Publishing; 1 edition (May 1, 2005)
• Language: English
• ISBN-10: 1419502743
• ISBN-13: 978-1419502743
• Product Dimensions: 9 x 6.1 x 0.9 inches
• Shipping Weight: 1.2 pounds
• Average Customer Review: 5.0 out of 5 stars  See all reviews (1 customer review)
• Amazon Best Sellers Rank: #1,001,031 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

1 of 1 people found the following review helpful:

5.0 out of 5 stars Great read loaded with easy to follow points, November 23, 2007

By 

Scott Burns (Littleton, Colorado) - See all my reviews
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This review is from: Creating the #1 Sales Force: What It Takes to Transform Your Sales Culture (Hardcover)

For such a difficult field Mr. Kasper does a great job of presenting both some of the problems found in sales organizations and principals of change management specific to sales management that will improve the odds of a successful sales correction strategy. Mr. Kasper's writing style is enjoyable and modeled after proving learning techniques, of saying it, summarizing it and then illustrating it with real life examples. I have also heard that Mr. Kasper is an excellent consultant and teacher from others that have engaged him directly. But read the book first in that it is sure to help.