Building the Most Effective Sales Force in the World by Adele Crane
The era post the global financial crisis

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The global financial crisis has changed the marketplace forever, and customers have changed their criteria for purchasing. The long tail of the crisis is still being felt and will be part of business life for a number of years to come. Many companies have fallen victim over the past few years, and others have discovered new passages for growth—new business models and new ways of thinking—showing the way forward for many companies.

Those companies that will excel in the future are those that set new high standards for their sales organizations to ensure they are competitive and capable of taking increased market share. They are the organizations that prioritize transforming the sales organization in its entirety and don’t just approach improvement through the traditional narrow offerings that have incremental impact.

The highly competitive sales organizations will be led by people that are not just people and customer managers as seen in the past. They will be commercial managers with people management skills. The demand on manager’s skills has expanded and there is a need for them to adapt quickly.

Regrettably, many of the management styles of the past will be for many companies the catalyst of further failures in the market, as they fail to meet the new obligations of the sales organization. The new depth of profit responsibility one of the most challenging tasks as it draws on different skills and thinking. Managers are further challenged by what is best described as businesses that are operating internally bare with limited resources due to the impact of the financial crisis.

For many companies the ineffectiveness of the past is no longer disguised by good trading markets and easy profits. Those companies are now becoming more financially exposed and need to draw on new standards and management methodologies to insure their longevity in the years ahead. The decision to embark on a sales organization transformation will be driven by the market and by a company’s desire to stay competitive.

Building the Most Effective Sales Force in the World: The Era Post the Global Financial Crisis’ is designed to challenge your thinking and provide insight into how the sales organization will operate in the future. The book provides you with the knowledge of what a world-class sales organization is and how they operate in the market and the profile of people that will lead those highly successful sales organizations. You will gain clarity of the process you need to apply to build the most effective sales force in the world.

If you are a sales manager charged with responsibility of delivering growth, or an executive with a sales force operating in your organization, then this book is a must read.

About Adele Crane

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Adele Crane is a leading and highly respected international business consultant with over twenty-five years' experience working in Australia, New Zealand, North America, the United Kingdom, and South Africa. Adele's consultancy work has produced results for literally hundreds of organizations with many different industries through change management programs and development of high-performance teams. She is arguably one of the foremost authorities on sales force transformation in the world today. Her success has received recognition in major media forums across the world, and through her keynote speaking she has shared the stage with some of the most recognized and successful CEOs. Her expertise in leading change and growth is widely relied upon and she is considered a thought leader. She has conducted in excess of two hundred in-depth business reviews and developed plans that have assisted companies achieve tens of millions of dollars of top-line revenue and above industry-standard profits. Her sales leadership capability has been demonstrated many times over, personally delivering cultural change programs across many industries in 90-120 days with sustainable growth achievements of in excess of 40 percent. She has delivered more successful turnarounds in the past decade than any other known consultant in the world.Adele is renowned for her extraordinary diagnostic skills of businesses and her ability to provide candid and in-depth knowledge that assists companies in making quantum leaps forward with their organizations. Chief executive officers and sales managers seek Adele's analytical capabilities when they are looking to transform their sales organizations to ensure the right priorities in their projects are established with a keen eye on the top-line and bottom-line profitability.Prior to consulting, Adele was a very successful salesperson in her own right, learning the skills of selling in the tough world of commission-only selling. Having departed from her original education in accounting for the world of sales, her accounting set the ground for successful businesses in the future. At the age of just twenty-five, she established her first business and successfully developed and sold that business along with two more prior commencing in consulting.
Published January 10, 2012 by CreateSpace Independent Publishing Platform. 227 pages
Genres: Business & Economics.

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Customers “were less trusting and found heavy selling tactics repulsive...they wanted price and if that was right, then they would look at other key factors.” Crane says, “Effective salespeople now are those that are able to confront and challenge their customers’ thinking and influence them in s...

Jul 03 2012 | Read Full Review of Building the Most Effective S...

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