Indianapolis, IN (PRWEB) August 28, 2006
Today, 95% of sales training ignores the top 5% of income earners in professional sales. So, where do high achievers go when they want to improve and evolve? According to author and trainer Bill Caskey, “Nowhere!”
When Caskey began surveying his high achieving clients, he discovered this group was ignored by most traditional sales training programs.
That brings up two problems and an opportunity.
“The first problem is that most sales organizations depend upon the highest achievers to carry the sales load. Ask any sales manager and they’ll tell you there are always 10% of the people at the top of the charts and the rest bring up the rear.”
The second problem arises when you want to send your highest achievers to training -- and find there is little to choose from that is truly different.
“That’s where the opportunity comes. If you can make these people 50% more effective, then you can have a substantial impact on the company business. It’s the ultimate form of leverage -- train a few people and get profound corporate results.”
Caskey should know. He’s devoted much of his adult life–over 20,000 hours—to coaching and training elite sales forces in the US. Working in diverse fields such as professional services, consumer goods, and manufacturing, he’s found that to get sustainable improvement in results, one must change thinking about what it means to be in professional sales.
John Garrison, a front line sales executive for a $50M manufacturer, has first hand experience with Caskey’s teachings. “I’ve dramatically changed how I approach the market. The result is that I’ve had success -- not just in income gains—but in personal confidence and process control that you must have if you’re to be a top 1% producer.”
The Elite Seller will take place in Indianapolis on November 9 & 10. Only 100 students will be accepted. “True personal growth doesn’t happen in a stadium with 10,000 other people. I want to make a difference in the lives of the top achievers and to do that, we must have intimacy.
To facilitate such interaction, http://www.theelitesellerblog.com features faculty interviews so attendees know exactly what they’ll learn at the event.”
Jill Konrath, (Selling to Big Companies) and Steve Van Yoder (Get Slightly Famous) are among the experts that Caskey has lined up for this event. Both have extensive experience with the highest sales achieving companies and the sales executives at those companies.
“I wanted elite faculty that truly stretched people. These two will introduce you to concepts and tactics that, if followed, will rapidly change your approach and your results.”
Bill Caskey has been a sales development leader for 19 years and has worked with some of America’s top companies and best-paid sales people. He sees the high achieving sales game having four components: confidence, strategy, skill and planning. His blog, http://www.theelitesellerblog.com is subscribed to by thousands of sales people around the world. To hear Bill in action, subscribe to “The Advanced Selling Podcast” available at http://www.podcasts.yahoo.com.
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