The New Power Base Selling: Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition

Progressing to Higher Stages

So now that you know where you stand individually, how do you compare with the industry averages? Let’s dive into the survey results to find out.

We surveyed 28,463 business-to-business sellers from 35 countries in the years 1998 through 2011. Each seller completed an 80-question online self-assessment in preparation for a Holden sales training program that allowed sellers to see where they placed on the Holden Four Stage Model as they prepared for the rigorous program. We informed each participant that individual results are strictly confidential to ensure honesty and integrity and that we report findings anonymously and on aggregate.

This global study featured 62 percent of companies and 68 percent of sellers residing in the United States and 38 percent of companies and 32 percent of sellers residing outside the United States. The sellers represented 313 different companies of all sizes. Most of the companies were large; 59 percent had annual revenue greater than $1 billion, and 42 percent had annual revenue that exceeded $5 billion. The companies are generally well known, respected in their industries, and operate globally. The survey represented a wide range of industries, with the largest sampling being from the information technology, business services, manufacturing, telecommunications, and financial services areas. Only three companies constituted more than 5 percent each of the total surveys, and the study was completed over multiple years ...