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Product Description

Product Details

• Amazon Sales Rank: #596468 in Books
• Published on: 2004-01-09
• Original language: English
• Number of items: 1
• Dimensions: .77" h x 5.78" w x 8.84" l, .86 pounds
• Binding: Hardcover
• 150 pages

Features

• ISBN13: 9781576752074
• Condition: USED - Good
• Notes: 100% Satisfaction Guarantee. Tracking provided on most orders. Buy with Confidence! Millions of books sold!

From the Publisher
From the Publisher SPROUT! is about sustaining a successful career in sales and keeping it both fun and profitable. Written by two guys who have had the privilege of building sales careers that have been fun and profitable and who have each worked with thousands of successful sales people in all different stages of their careers—SPROUT! combines practical wisdom with a clever gardening analogy to provide sales people with an easy to implement model for sustaining and growing their careers, while having a good time in the process.

Although all career choices present challenges for sustaining success, it seems to us that sales professionals in particular are constantly measured against very rigid, economically-driven barometers and exposed to constant internal and external competition. As a result, the potential for job burnout is very high in the sales industry. The cost to sales organizations in lost talent, rehiring and re-training negatively impacts the corporate bottom line. Unfortunately, but unmistakably, the emotional toll of burnout can be devastating to any sales professional’s career.

The authors have noticed clear plateaus in the "energy" of the salespeople they have worked with. While most sales people are well schooled in the nuts and bolts of the selling process there seems to be something missing for them that can cause premature burnout. That’s where SPROUT! comes in handy. By using a Selling Garden metaphor and its accompanying mind-set, salespeople can find relief from harmful stress, and put more fun and passion into the selling process.

By following the authors’ simple Sales Garden metaphor, and by adhering to the user-friendly steps outlined in SPROUT!, salespeople can beat the career blues and sustain themselves for the long term, regaining their passion for sales in the process. But that’s not all. Our simple formula also enables organizations to better retain precious talent, thus creating a healthy sales framework—and healthy sales professionals -- throughout the inevitable ups and downs of a long term selling career.

All this, from seeds sowed in our Sales Garden.

About the Author
Alan Vengel is a consultant, speaker, and educator in management training and organizational development. He is a partner in Vengel Lash Associates, a San Francisco Bay Area-based business consulting firm. Vengel is also the author of The Influence Edge.

Greg Wright started his own consulting practice at the age of 27 and has 27 years in the "selling game." He spends 80% of his time with executive level sales professionals, helping them figure out how to sell core products to more customers every day. His client companies include food, medical, high tech, and energy companies. Wright’s consulting firm is based in San Diego.

Excerpt. © Reprinted by permission. All rights reserved.
SPROUT!
sprout\verb; germinate, to grow rapidly

Why a book on the themes of sales success and gardening? Because we believe that there is more than one way to look at the challenge of getting the most out of your sales careers. In this case, it’s a new way to look at sales that you’ve likely never seen before. That makes the book both informative and, we believe, fun to read. That’s important to both of us, two guys who have had the privilege of building sales careers that have been fun and profitable. We’ve also enjoyed working with thousands of successful sales people in all different stages of their career – and we’ve learned a lot from all of them in the process. Two themes we’ve taken away in particular from the sales professionals we’ve met are the stages of career satisfaction (or "happiness") with what they have accomplished, and their level of optimism about their futures. We have specifically noticed clear plateaus in the "energy" of these sales people that we have worked with. Although all career choices present challenges for sustaining success, it seems to us that sales professionals in particular are constantly measured against very rigid, economically-driven barometers and exposed to constant internal and external competition. Consequently, feelings of frustration and harmful stress run very high in the sales industry. The cost to sales organizations in lost talent, rehiring and re-training negatively impacts the corporate bottom line. Unfortunately, but unmistakably, the emotional toll of high stress can be devastating to any sales professional’s career.

In our experience, sales professionals don’t always acknowledge that pressure. Or, if they do, they internalize it and cover it up. That’s a big mistake. While most sales people are well schooled in the nuts and bolts of the selling process there seems to be something missing for them that can cause a loss of optimism and premature burnout. That’s where SPROUT! comes in handy. We have found that by using a Selling Garden metaphor and its accompanying mind-set, we can help relieve some harmful stress, and put more fun and passion into the selling process.

By following our simple Sales Garden metaphor, and by adhering to the user-friendly steps outlined in this book, sales people can beat the career blues and sustain themselves for the long term, regaining their passion for sales in the process. But that’s not all. Our simple formula also enables organizations to better retain precious talent, thus creating a healthy sales framework – and healthy sales professionals -- throughout the inevitable ups and downs of a long term selling career.

All this, from seeds sowed in our Sales Garden.