July 2009
Intermediate to advanced
256 pages
5h 30m
English
Content preview from ProActive Sales Management, 2nd Edition
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Chapter 2
Sales Cultures and the Ability to Communicate Them
What does it mean to be a culture-creator? Why should you spend any time on creating a culture? Doesn't a culture just happen, without your being able to do much about it? Many sales managers feel this way. Here's what some have to say:
“Besides revenue, what is it that you want to talk to me about?”
“Create a culture? I am so busy trying to solve my problems, my people's problems, and my boss's problems, I don't have time to even think about a sales culture.”
“Sales culture? My sales culture? It is what it is and I can't change it.”
This is what you'll hear from sales managers before they really look at cultures, realize just how powerful they are, and understand how, as sales managers, ...
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