CHAPTER 27

What Team Building Really Means

One of the main things that you want to do with your top salespeople is to keep them engaged and motivated. As we’ve said, this has to do with understanding what drives each of your top salespeople—what really motivates them. But how do you keep an entire team of salespeople engaged and motivated? Building a top sales team will enable your company to exceed expectations. Whether your company is large or small, success often depends on forming a cohesive group out of people who, in other situations, might not even get along, let alone work together toward the same goal. This is the fundamental challenge of team building.

Basically, success in team building is measured in two ways: by keeping conflicts ...

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