Book DescriptionIn Building a Successful Selling Organization, Art Wilson draws upon his three decades of experience as one of IBMs top sales leaders and as counsel to Fortune 500 sales executives to create a proven blueprint for building successful, profitable customer relationships Written specifically for the chief sales officer and озжау the leadership of the entire customer-facing organization, this book documents tested best practices among leading sales organizations and incorporates them into practical ways to implement high-performance, customer-centric sales strategies After sharpening and honing the skills of thousands of sales teams challenged by demanding corporate customers, Wilson distills the lessons of goal-drivensales leadership into this one compact volume Citing real-world examples, Wilson shares a disciplined, how-to sales process that empowers a sales leader to transform good sales teams into those that demonstrate sales excellence and extraordinary results Use the five-level Sales Agenda Model to design, deploy, develop, and support a selling organization Implement the Account Management Execution Model to improve strategic account management, ensure client alignment, and deliver convincing client value Sales leaders who adopt the strategies presented in Building a Successful Sales Organization possess the secrets of building, organizing, and managing effective selling teams that consistently deliver predictable, sustainable, superior results.  Gustave2005 г ISBN 0595673430.