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Advantage Performance Group to Host Nationwide Series of Briefings on the Eight Best Practices of World Class Sales Forces

Complimentary 13-City Briefing Tour is "How to" for Accelerating Sales Potential Based on Landmark Study of over 7,000 Sales Forces

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TIBURON, Calif. (Mar. 28, 2005) — Advantage Performance Group (APG), one of the world's largest human performance consulting networks, today announced a multi-city series of briefings on achieving world-class sales force excellence and accelerating sales potential, based on a landmark study of America's sales forces by The HR Chally Group: "The Customer-Selected World Class Sales Excellence Ten Year Research Report." Running in 13 U.S. cities Mar. 29 – May 10, and co-sponsored by APG, The HR Chally Group, and The Real Learning Company, the complimentary breakfast briefings provide insights on elevating sales forces to world-class levels based on the evaluations of over 7,300 sales forces by 60,000 customer decision-makers.

All attendees receive a free copy of the 67-page report summarizing ten years of research by The HR Chally Group. Of over 7,300 sales forces cited in the study, only 17 were rated as world-class by the customers they call on—and all had in common at least six of the eight best practices which are shared at the seminar. For over 25 years, The HR Chally Group has helped its clients evaluate and identify the strategies and personnel they need to create the most effective sales, marketing, and organizational structures possible. APG has strategic alliances with The HR Chally Group and performance improvement company The Real Learning Company. The HR Chally Group recently entered into a joint venture with The Real Learning Company—by combining a predictive set of assessment tools with adult learning content, the two companies will provide capabilities for increasing the effectiveness of the personnel selection process at world-class organizations.

For sales executives aiming to lead truly world-class sales forces, these briefings provide the detailed ratings of the sales forces in the study, with specific performance scores for more than 150 firms in 16 industry segments. Attendees will find out how to rate and assess their organizations against the eight world-class best practices, and learn:

• What seven behaviors today's demanding B2B buyers require of the salespeople who call on them.
• What one essential element determines whether a sales organization is really "customer driven."
• Why raising customer retention by only 5 percent can increase overall sales revenue by as much as 85 percent.

The briefings will be held in these cities:

• Atlanta - Friday, Apr. 15
• Chicago - Tuesday, Apr. 19
• Cincinnati - Thursday, Apr. 28
• Dallas - Tuesday, Apr. 19
• Denver - Tuesday, May 10
• Indianapolis - Tuesday, Mar. 29
• Los Angeles - Thursday, May 5
• Los Angeles/Orange County - Friday, May 6
• Milwaukee - Friday, May 6
• New York - Wednesday, Apr. 13
• Philadelphia - Thursday, Apr. 14
• Phoenix - Friday, Apr. 8
• San Francisco - Thursday, Apr. 21

"Nearly 80 percent of all vendor deserters rate their previous vendor as "good" to "very good," so the outlook for anything less than world-class excellence is not only disappointing but potentially career threatening," said John Hoskins, founder and sales practice leader, Advantage Performance Group. "The good news is that most of the best practices of world-class sales organizations are within reach of nearly every well-run sales organization. Sales executives will leave this seminar with the tools to honestly rate their organizations, the ability to identify practices they want to elevate, and the knowledge of how to make that happen."

The breakfast briefings begin at 8:00 AM with a program from 8:30-10:30 AM. Attendance is free with advance registration. There is no charge or obligation, and all attendees receive a copy of the full "World Class Sales Excellence," report. Online registration can be reached at www.advantageperformance.com/rsvp/worldclass/ or by calling (800) 494-6646 x 257, 9:00am–5:00pm PST.


About The Real Learning Company
The Real Learning Company is a performance improvement company that specializes in helping organizations select, align, and develop their human capital. The Real Learning Company provides practical models, tools, and learning programs for planning, building, and managing individual and team performance. The Real Learning Company approach is a strategically-customized performance improvement process that accelerates time to performance by blending experiential learning with Web tools and reinforcement materials to extend the learning. For more information, see www.reallearning.com.

About The HR Chally Group
For more than a quarter century, over 2,000 clients have realized the benefit of using The HR Chally Group to evaluate and identify the strategies and personnel they need to create the most effective sales, marketing and organizational structures possible. Working from the largest database of salespeople, managers, sales forces and business customers, Chally continually identifies and updates the specific skills, competencies and benchmark functions critical to achieve World Class status. Chally offers a variety of services and products including: Personnel Assessment Testing - Employment Testing, Selection Validation, Customer and Market Audits, World Class Sales Benchmark Research and Gap Analyses, and The Strategic Account Management Association (SAMA) Chally Benchmark Consortium. For more information, go to www.chally.com.

About Advantage Performance Group
Advantage Performance Group (APG) is one of the world's largest and fastest growing human performance consulting networks. APG partners with world-class developers of training solutions and then applies a unique methodology to help organizations maximize their training ROI. By "doing training right" rather than focusing on "writing the training," APG has helped dozens of industry leaders maximize their training investments, including: Toyota, DaimlerChrysler, Edward Jones, General Electric, Hewlett-Packard, Microsoft and Bristol-Meyers Squibb. APG can be reached at www.advantageperformance.com.