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The 20 Top CEO's of America's Most Productive Sales Organizations

What do Larry Page, Tom Georgens, Steve Ballmer and Mark Parker all have in common? These outstanding successful leaders are all CEO's of America's Most Productive Sales Organizations.

The Profiles International Research Institute(PRI) recently launched Americas Most Productive Companies Large Sales Force Analysis Report for 2011. The report outlines the “Best-in-Class” organizations and details on what sets them apart from the rest.

Profiles Research Institute (PRI) analyzed both growth revenue and revenue profitability of over 227 companies in 17 industry groups, which covers over 150,000 sales people.

After analyzing this data to identify the “Best-in-Class” sales organizations, PRI conducted additional research on a number of these companies including literature reviews and interviews with select executives.

The findings aided in identifying some best practices for outstanding sales force productivity.

1. Continually invest in learning about customer’s needs and train employees to sell to those needs.
2. Fully understand the most pressing needs of the customer and provide solutions that satisfy them.
3. Align resources to build customer loyalty.
4. Match the sales process to the customer buying process.
5. Get to know customers’ businesses on a granular level and develop specialized sales roles that align with how customers buy.
6. Align time utilization and territories with market potential.The only thing constant is change. Last year’s prime territory could be this year’s wasteland.

Download the full report for more in-depth details on each 6 steps.

But who are the men and women behind these outstanding sales organizations? Behind every solid sales strategy, there is an executive and a team responsible.

We previously published Sales Productivity: Who are America’s Most Productive Companies? Today, we are spotlighting over 20 of the CEO’s responsible for these outstanding, successful sales organizations.

Business Services

• Carlos A. Rodriguez - ADP
• Ronald D. Coatti - UniFirst

Chemicals

• John E. McGlade – Air Products & Chemicals Inc
• Ellen J. Kullman – Du Pont

Commercial Banks

• Richard D. Fairbank – Capital One Financial
• Paul G. Greif – First Merit

Computer Hardware

• Joseph M. Tucci – EMC

Computer Software

• Steven A. Ballmer – Microsoft
• Lawrence J. Ellison – Oracle

Consumer Products

• Mark G. Parker – Nike
• Paul C. Varga – Brown-Forman

Industrial Manufacturing

• Carlow M. Cardoso – Kennametal Inc
• David Sandler – MSC industrial Direct Co Inc

Insurance

• Daniel P. Amos – Aflac
• Dennis r. Glass - Lincoln Financial Group

IT Solutions

• John T Chambers - Cisco systems, Inc
• Tom Georgens - NetApp Inc

Media & Entertainment

• Larry Page - Google

Medical Equipment

• George W. Buckley - 3M
• Daniel J. Starks - St. Jude Medical

Pharmaceuticals

• John C. Martin - Gilead Sciences, Inc
• Ian Read - Pfizer, Inc

See what other sales organizations made the list by downloading the full report.

 

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