World-Class Sales Organizations outperform all others in profit and market share growth by applying Sales Excellence. The Miller Heiman Group estimates less than 5% of sales organizations fall into this exclusive group.

WCSOs consistently exceed sales goals by focusing on the continuous improvement of the many sales processes and proficiencies crucial to achieving exceptional results. Less adept sales organizations narrowly and sporadically focus their sales training exclusively on the selling process at the customer interface, which is only the tip of the iceberg.

WCSOs focus their training on improving the other essential internal processes and proficiencies, or in other words, the 90% of the iceberg that lies below the surface. This book delves into the essential internal processes and proficiencies within The Six Pillars of Sales Excellence: Proactive Planning, People, Processes, Process Analysis, Continuous Improvement, and Profitable Growth.

Unlike traditional sales books which focus on theory, this book goes beyond theory and is an actionable playbook to help you achieve exceptional results. Whether you’re just starting your sales journey, a seasoned professional looking to hone your skills, or a sales team leader, this book is designed to elevate your sales game.

It provides a concise, step-by-step guide to easily implement WCSO’s best-in-class practices enabling you to consistently exceed your sales goals and reap the benefits. Robert Ciranna has spent 35 years studying Sales Excellence/Sales Effectiveness.

He has held various global sales leadership roles at Fortune 500 companies including Sherwin-Williams, Akzo Nobel, Parker, and Henkel, along with engineering roles at Ford Motor Co. He holds degrees from the University of Michigan and Miami of Ohio.

In addition, he has executive development training in Sales Excellence from the Stephen M. Ross School of Business at the University of Michigan and the Eli Broad College of Business at Michigan State University.

Sales Excellence can sometimes also be referred to as Sales Effectiveness or Sales Enablement. .