Cargill Consulting Group

Since 1978, Cargill Consulting Group has worked with over 5,000 B2B sales forces. We recognize that sales, in particular, sales management, is one of the least formally controlled components of most business organizations. While there are a myriad of schools to go to and learn how to become a marketing manager, there are none that offer a four-year diploma in sales management. That's right, take a look around your organization. How many of your managers have a diploma in sales management with expertise in how to recruit, hire, train, deploy, and coach their team to higher levels of proficiency? In all probability the answer to that question is few, if any. In the mid '80s, Gil discovered that the sales process used by most B2B sales forces was first documented in 1873 by John Henry Patterson, the founder of NCR. It is tragically ironic that, in today's world, organizations that rely on their sales team (direct and/or indirect) to find, acquire and retain customers are using techniques and processes first docu