The top 10 success factors for sales excellence

Holger Dannenberg and Dirk Zupancic

Chapter 2 in Excellence in Sales, 2009, pp 9-19 from Springer

Abstract: Abstract Initially we were interested in which aspects of sales management most strikingly differentiated the high performers from the low performers. For this purpose we compared the differences in answers to questions between the high performers and low performers, as well as the average. The ten success factors we identified differentiate the company groups the most. In other words, the top performers utilise these aspects more frequently and more professionally. Using this approach we were able to identify a large number of clear success factors. The ten most important are shown in the illustration below. They will be covered and briefly explained (Dannenberg/Zupancic 2007) in the following sections. Further details will be provided in the course of this book.

Keywords: Social Competence; Success Factor; Customer Relationship; High Performer; Sales Organisation (search for similar items in EconPapers)
Date: 2009
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-8349-8782-2_2

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DOI: 10.1007/978-3-8349-8782-2_2

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