The Sales Quality Audit [Spiral-bound]

George A. Smith (Author)

Product Details

• Spiral-bound: 94 pages
• Publisher: Amer Society for Quality (August 1995)
• Language: English
• ISBN-10: 0873893379
• ISBN-13: 978-0873893374
• Product Dimensions: 11.2 x 9 x 0.2 inches
• Shipping Weight: 11.2 ounces
• Average Customer Review: 5.0 out of 5 stars  See all reviews (1 customer review)
• Amazon Best Sellers Rank: #4,064,820 in Books (See Top 100 in Books)

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Most Helpful Customer Reviews

5.0 out of 5 stars A gem with a high ROI, May 20, 2002

By 

Mike Tarrani "www.tarrani.com" (Deltona, FL USA) - See all my reviews
(COMMUNITY FORUM 04)    (REAL NAME)   

This review is from: The Sales Quality Audit (Spiral-bound)

In just 94 information-packed pages this book manages to not only cover the key points of auditing the sales process, but also gives excellent advice on the act of selling itself.

As a consultant whose role supports sales professionals, I had come to believe that sales was an art and the best sales professionals were born into it. That may have some truth, but an across-the-board improvement in the sales process can be achieved if this book is followed.The approach itself is straightforward:

* Perform an "As-Is" analysis.
* Develop performance standards.
* Conduct a quality audit.
* Use audit results to refine and improve.

The book gives critical success factors for sales quality assurance and also provides sales quality guidelines. It's a quick read, which should appeal to busy sales managers and especially the sales staff who probably spend much of their spare reading time trying to keep up with product specifications and industry directions (among other things).

However, this book is equally valuable to the IT professional who is involved with defining or implementing a sales force automation (SFA) system. The clear description of the sales cycle and critical success factors (audit points) are a good baseline for SFA requirements and workflow design. More important, the general sales information in this book will give the IT analyst keen insights into the sales business process area.

Follow the step-by-step procedures in this book and the entire sales organization will benefit - the naturals will not have their creativity or talents stifled, and the average performers will have valid performance standards and a well designed process to aid them in achieving higher sales. A key benefit from the approach is consistent customer satisfaction and ability to deliver as promised. This book may turn out to be the best investment you have ever made if you're a sales professional or manager.